7 Tips to Find Topics For Your Law Firm Blog

What are you doing next Tuesday afternoon? 

If you or anyone else in your firm is responsible for creating content for your blog, then do yourself a favor.  Take 30 minutes out of your schedule next Tuesday, Sept. 9, starting at 4 p.m. ET/1 p.m. PT and attend LawMarketing.com’s free webinar on 7 Tips to Finding Topics For Your Law Firm Blog.

If your law firm has a blog (and it really, really should), then you know you have to constantly be feeding the beast to get traffic and maintain interest. 

But sometimes the creative juices are just not flowing. 

Maybe you don’t really know what people want to read about so you don’t know what to write.

Or perhaps you’re getting tired of writing about the same things over and over again.

Whatever the reason for your writer’s block, this 30-minute webinar is sure to help you over the hump. 

LawMarketing.com Editor in Chief Cindy Greenway will be sharing current statistics on what your prospects are looking for when it comes to blog content as well as the #1 mistake lawyers make with their blog content.

She will also be providing you with 7 tips that will help you find hot topics to write about that will attract visitors to your blog.

All you need to do is sign up online for this free half-hour webinar on Tuesday, Sept. 9, at 4 p.m. ET/1 p.m. PT. 

Then listen, learn and apply.

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FREE REPORT: How Law Firms Use Blogging to Get More Leads, Increase Website Traffic & Become an Industry Thought Leader

One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In 2013, inbound marketing firm Hubspot released a report based on a marketing benchmark study of 7,000 companies and found that when it comes to blogging:

Companies that blog 15+ times per month get five times more traffic than firms with no blog.

B2B companies that blog at least twice a month get 70% more leads from their websites than firms with no blog.

Companies that increase their blogging from 3-5 times per month to 5-8 times per month almost double their leads.

Here’s what you’ll discover when you read this report:

  • 7 ways that blogging can help your law practice
  • How to create your blog strategy
  • 10 ways to build an audience for your blog
  • 4 sources of information for writing blog posts
  • And much more!

Click now for your FREE REPORT: How Law Firms Use Blogging to Get More Leads, Increase Website Traffic & Become an Industry Thought Leader.

Where You Can Meet Me on the Road to Riches This Fall

Is it September already?  Three-quarters of the year is gone; so what have you done to improve your law firm revenues for this year?

If the answer is, “not much,” then you need to get yourself motivated and armed with the essential knowledge you need to grow your firm to new levels.  And I’ve got a very busy schedule helping other attorneys do just that.

If you’re interested in catching me on the road so you can set your firm on the road to riches, then here’s where you can do that:

September 13, 2014The State Bar of California Annual Meeting, San Diego, CA -- I will be speaking to the general assembly on how to use social media to build a referral-based law firm.

September 19-20, 2014: Rainmaker Retreat, Miami, FL

September 27, 2014Oak Brook College of Law Alumni Retreat, Lake Tahoe, CA -- I will be providing several legal marketing workshops to attendees.

October 8, 2014Mass Torts Made Perfect Seminar, Las Vegas, NV -- Catch my presentation on “Top 10 Ways to Double Your Lead Conversion in 90 Days”.

October 10-11, 20142014 Primerus Global Conference, Monterey, CA -- During this conference of the top tier boutique law firms in the nation, I will present three breakout sessions: "The Secrets of Generating More & Better Referrals," "Key Performance Indicators: 10 Critical Numbers Every Law Firm Must Track," and "21 Proven Ways to Double Your Lead Conversion Rate in 90 Days."

October 17-17, 2014Rainmaker Retreat, Las Vegas, NV

November 14-15, 2014Rainmaker Retreat, New York, NY

December 5-6, 2014Rainmaker Retreat, Los Angeles, CA

You know, you can always get the latest information and instruction on proven legal marketing strategies if you subscribe to our free monthly e-newsletter that we deliver to your inbox every month. 

Each issue is chock-full of legal marketing information you can put to use right away and share with your staff to maximize the effectiveness of your legal marketing plan.  Click here now to subscribe to The Rainmaker Institute Law Firm Marketing Newsletter.

National Trial Lawyers Free Webinar July 24: Generating New Clients for PI Law Firms

If you’re a personal injury attorney, you know that your chosen field of practice is one of the most competitive on the planet.  Many PI attorneys spend thousands of dollars every year to generate leads with varying degrees of success.

When you are competing against hundreds of other PI attorneys, you don’t have an extra cent to waste. 

Which is why the National Trial Lawyers is presenting a free seminar to its membership on Thursday, July 24 at noon PT/3 p.m. ET on Generating New Clients for a Personal Injury Law Firm.

Join me and The Law Blog Guru Larry Bodine to learn:

  • How to optimize the #1 place clients look for PI attorneys
  • The proven strategy of finding the riches in the niches
  • How to get the most from TV advertising without spending $100,000 a month
  • 5 things PI attorneys should not waste money on
  • Whether to buy from lead generation companies and how to do it without getting burned
  • How to turn your contacts and clients into your sales force by building a referral network
  • Steps to become a well recognized thought leader to attract bigger cases

You can register online for this free webinar now. 

If the time doesn’t work for you, register anyway and get a recording of the webinar sent to you to watch at your convenience.

8 Entertaining Out-of-Office Auto Responses

Are you back at work from your 3-day holiday weekend and thinking about your upcoming vacation?  When preparing to leave on vacation, there is probably one thing you don’t think about much, and that is the automatic response you typically program into your email that lets people know you’re gone.

Most people use the standard text provided by whatever email service they’re using that goes something like this:

"I am out of the office until [enter date here]. If your email requires immediate attention, please contact [enter person's name here]. I will respond to your email on my return."

If you get one of these, you rarely ever read it.  You already know what it says.  But if you ever get one of these, they may stop you in your tracks (courtesy of a post at Hubspot.com):

1) I am currently out at a job interview and will reply to you if I fail to get the position.

2) You are receiving this automatic notification because I am out of the office. If I was in, chances are you wouldn't have received anything at all.

3) Thank you for your email. Your credit card has been charged $5.99 for the first ten words and $1.99 for each additional word in your message.

4) I’m not in the office right now but if it’s important, tweet me using #YOUAREINTERRUPTINGMYVACATION.

5) If you’re reading this, Doc Brown was unable to make lightning strike the clock tower, and I’m stuck in 1985. I won’t be able to respond to emails or voicemail until 9ish on Tuesday, January 3rd, 2012, or until email is invented -- whatever comes first.

6) I am currently out of the office. I have a cell phone, but I will not be giving the number out. If you can guess the number, however, I will take your call.

7) Hi. I’m thinking about what you’ve just sent me. Please wait by your PC for my response.

8) I am currently out of the office and probably out-of-my-mind drunk. Enjoy your workweek.

Now I know that your concern for professional propriety will probably never lead you to create an auto reply like those above, but it wouldn’t hurt to inject a tiny bit of personality into your message.  Remember, every email you send is sending someone a message!

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FREE Webinar July 10:  How to Create New, Fresh & Relevant Blog Content

Do you struggle with creating new, fresh, relevant content for your blog?  

You know it's important to consistently post to your blog, but you don't know what to write about, how to best share your content and how you can better leverage it.

Stop struggling with creating new, fresh and relevant content.  Join Cindy Greenway, Editor-in-Chief at LawMarketing.com, on Thursday, July 10 at 4 p.m. ET/1 p.m. PT for a FREE webinar and discover:

  • How to create a no-fail content marketing plan for your law practice that can run without you
  • 3 tips to brainstorming key topics to write about, specifically for your target
  • 4 ways to re purpose your blog content and gain additional visibility
  • Where to find help writing blog content when you get overwhelmed
  • How to get your staff involved in supporting your content marketing strategy

Register online now for this free webinar and learn easy to implement steps that will allow you to create  new content your prospects want to read.  

How to Reach Your Goal of Financial Freedom

Tomorrow is independence Day, when we as Americans celebrate the founding principles of our country -- life, liberty and the pursuit of happiness.

So how happy are you about your pursuit of financial independence through the practice of law? 

If the answer is, “not very,” then it’s time to started taking the necessary steps to build what I call a “lifestyle law firm” -- one that lets you do what you want, when you want to do it.  There is no magic formula for getting there; there is hard work involved before you can reap the rewards.  But once you get there, your life and your work will be immeasurably better for the effort.

The roadmap to gaining financial independence and building a lifestyle law firm starts at a Rainmaker Retreat, our two-day legal marketing seminar.  Here are things attorneys who have attending this event have to say about what they learned:

The Rainmaker’s lead conversion system is unlike any other conversion process I have ever seen. If I didn’t attend the Rainmaker Retreat, I would have never learned this system. I would recommend this retreat to any attorney who would want to beat their competition and gain more clients.”- Patrick Wright, Family Law, Solo, Dallas, TX

There were 50 reasons I could and did give for not attending a practice building and educational program such as this one. There are 500 reasons I can now give for why attending this program is a must for anyone serious about building a successful practice.”- Kevin Black, Generalist, Wilton, CT

"I consider Stephen Fairley and The Rainmaker Institute to be the best of the best. When it comes to marketing they are at the top of the field and no one is even a close second.  I’ve personally spoken to many other attorneys who are also achieving great results with the strategies and proven techniques they have learned from The Rainmaker Institute. In these tough times estate planning and business lawyers cannot rely on traditional methods to get them through. If you want to do more than just survive the next few years, you need to pay attention to what Stephen is teaching his clients."—Jeff Matsen, Esq. (Partner and Founder of Wealth Strategies Counsel)

Half of 2014 is already on the books; isn’t it time you started taking the right steps toward your own financial future?  Here are the dates for our upcoming Rainmaker Retreats:

July 11-12, 2014 -- San Francisco, CA

August 8-9, 2014 -- Las Vegas, NV

September 19-20, 2014 -- Miami, FL

Click here to learn more and register online for an upcoming Rainmaker Retreat, or call 888-588-5891.

A Simple Equation for Law Firm Success

If you do the math on the amount of law firm marketing and management knowledge that's going to be revealed at PILMMA's upcoming 2014 Super Summit, you know that you can't afford to miss this event.

Oh yeah, and when you factor in PILMMA's 100% Ironclad Money Back Guarantee - you have ZERO excuse to miss it.

The Guarantee means that if you aren't blown away with what you've learned by the end of the Summit, and you feel like you didn't get your money's worth of cutting edge legal marketing and management information, then PILMMA will refund your registration fee PLUS up to $500 of documented travel expenses.

The event's in Chicago on July 17th - 19th, which is just around the corner, and I want you there!

You did the math. There's absolutely no way you (or your law firm) can lose!

You can learn more and register for the Super Summit by clicking here.

The Super Summit is going to be one for the books...education, information, motivation and fun! Keynote speaker, the Billion Dollar Man himself, Fred Catona, is going to bring down the house with the rest of this superstar lineup.

They've assembled a "Who's Who" of Legal Marketing and Management...Dale Tincher, Cindy Speaker, Larry Bodine, Tom Trush, Chris Mullins, myself and many more including PILMMA's very own Ken Hardison.

Learn the most effective advertising techniques, insider tricks to lead generation and conversion, and how to utilize the Internet to grow your practice. This year, PILMMA's also featuring breakout sessions for attorneys as well as their marketing directors.

But that's all just the tip of the iceberg.

I'll be participating at the summit, along with 30+ exhibitors and 20+ speakers - all there to help you and your law firm 'make more and run better.'

I know you're busy, so if you absolutely cannot be away from your firm, please send your office manager or marketing director. Someone from your office NEEDS to be at this event!

Register for PILMMA's Super Summit today before all of the seats are gone!

Learn more about the Super Summit then sign up here.

Have You Made Your Plan for the PILMMA Super Summit in Chicago?

One of my favorite legal marketing conferences is happening in Chicago on July 17-19: the PILMMA (Personal Injury Lawyer Marketing and Management Association) Super Summit.  PILMMA president Ken Hardison has put together another fantastic program that is simply stuffed with marketing knowledge that attorneys need to have to generate and convert leads and run a profitable law firm.

I will be making a presentation at the PILMMA Super Summit on the 30 Ways To Double Your Intake & Conversion in 90 Days or Less on July 18, and will be joined by 14 other nationally renowned speakers during the conference.  Here are just a few of the scintillating topics that will also be covered:

  • Proven Low Cost Grass Roots Marketing Tactics
  • Keep More of What You Earn: Best Practices in Corporate Structure, Tax Reduction and Benefit Planning for Law Practices
  • 7 Deadly Sins of Intake To Avoid
  • Turning Website Visitors Into Clients
  • 7 Educational Marketing Tactics Guaranteed to Double Your Intakes
  • Social Medial Referral Magnets

PILMMA members and non-members can register online -- simply visit the 2014 PILMMA Super Summit website.  The host hotel is the Hyatt Regency O’Hare and I hear that the discounted block of rooms is almost gone, so make your reservation now.

As Ronda Holloway of Ward Black Law in Greensboro, NC said after last year’s conference: “If you do not attend PILMMA, then you do not care about your business, you’re not engaged in your profession and you’re not curious about what your competitors are doing – and you’re making a big mistake.”

3 Simple Answers That Will Help You Grow Your Law Firm

We held another Rainmaker Retreat session in Las Vegas recently, and I wanted to share with you three simple answers to questions our attendees had that can help you all grow your law firm this year:

1.  I’m a great attorney, so why do I need to use social media to showcase it?

Unfortunately, it’s not enough to just be a “great attorney” anymore because there are many less qualified attorneys out there you are competing with who understand how to market effectively and they are stealing your business. So unless you want to relegate your potential clients to “less qualified” attorneys, it’s your obligation to market effectively so these individuals hire you and not some second-rate attorney.

2.  I don’t have a big database; what’s a good place to start in order to grow it?

Actually, you may have more contacts than you think. Not only do you have all the contact information of the people you have done business with, you can look at your email contact addresses and also get the email addresses of those individuals you are connected with in LinkedIn. Right off the bat this will give you a bigger database then you thought.

You can also begin to speak, attend networking events or create Free Reports that motivate people to give you their contact information in order to get valuable information back.

Lastly, any time you meet someone or someone calls your office, get their contact information so you can begin to communicate with them on a regular basis in a meaningful way.

3.  I’m told frequently “you cost too much.” How can I handle this?

That’s an objection many attorneys get. There are several ways to effectively handle this. But one of my favorite is as follows.

Prospect: “you cost too much”

Attorney: “I appreciate where you are coming from. Let me ask you this, when you say that,  are you talking about the cost or the price?

The individual will give you a blank look because as far as they are concerned those two things are the same.

You then say:

“Let me explain.  The cost to have me handle your divorce and custody case is $25,000, but the price of not paying that amount is potentially losing custody of your child, having to pay more in alimony than you should, and having to suffer through endless court battles for months in order to reach a resolution.

I’m not the cheapest attorney out there and if that is what you are looking for, I have an attorney I can refer you to.

But I am the attorney who will handle this situation in a way where you get the best possible outcome with the least amount of stress and unnecessary emotional turmoil.

So let me ask you now, is cost really the most important factor in your decision?”

If they answer yes, that’s fine because you don’t really want to do business with them anyway!

We have a spot for you at one of our next Rainmaker Retreats:

September 19-20, 2014 -- Miami, FL

November 14-15, 2014 -- New York, NY

You can register online for these sessions or by calling 888-588-5891.  National Trial Lawyers members receive a special discount on all Rainmaker Retreats.  Please contact National Trial Lawyers at 866-665-2852 to receive the discount code.

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7 Strategies for a 7-Figure Law Firm

If you’re like many of the attorneys I speak with every week:

You’ve been practicing over 10 years, you own a small firm with a handful of staff, you work hard month after month, but you never seem to get ahead.

You’ve tried all the traditional methods of marketing your law firm, but so far nothing seems to work very well.

You have goals, dreams and ambitions, but after all these years you’re still struggling to break or consistently break the million dollar mark…and every once in a while you wonder if it’s really worth it all.

I need to tell you from one business owner to another-the skills that helped you build a good 6-figure practice are not the same skills you will need to build a great 7-figure business.

So if you’re tired of beating your head against the wall and you’re ready to take a fresh look at how to break out of the negative cycle you’re stuck in then you really owe it to yourself to attend this webinar.

Join us and discover:

  • What it really takes to build a 7-figure law firm -- no hype and no b.s.
  • Insider tips from managing partners running multi-million dollar firms
  • How to position yourself as a recognized expert and attract higher quality clients
  • 3 biggest reasons why you’re not getting more referrals and how to overcome these hurdles
  • The 2 things every Million Dollar Law Firm has in place (you will never achieve 7-figure revenues without both of these)
  • 2 key metrics you must measure every month if you want to grow your law firm

Click on this link now to access the online webinar, 7 Strategies for a 7-Figure Law Firm. 

 

2014 PILMMA Super Summit Coming to Chicago July 17-19

If you are a personal injury attorney and are looking for ways to grow your business using the latest digital marketing techniques and strategies, I encourage you to join me at the PILMMA (Personal Injury Lawyer Marketing and Management Association) Super Summit in Chicago on July 17-19, 2014.

I will be making a presentation at the PILMMA Super Summit on the 30 Ways To Double Your Intake & Conversion in 90 Days Or Less, and will be joined by 14 other nationally renowned speakers, including:

Fred Catona – founder of Priceline.com and FreeCreditReport.com, Fred Catona is known as the only marketer in history to take a startup from zero to $1 billion in sales in just 18 months.  This nationally recognized marketer will be making a keynote presentation on Direct Response Radio Secrets for Lawyers.

Dale Tincher – president and CEO of Consultwebs.com, one of the leading Internet legal marketing and consulting firms, Dale will speak on Advanced Internet Marketing Strategies.

Gerry Oginski – a practicing medical malpractice and personal injury trial lawyer, Gerry is a leading authority on video marketing for attorneys and will make a presentation on the 3 Reasons Why Not Having a Video Marketing Strategy is Depriving You of Meeting Your Ideal Client.

See the entire line-up of experts who will be presenting on law firm marketing and management strategies at this conference and visit the PILMMA website for more details.

Listen to what one attendee had to say about last year’s PILMMA Super Summit:

You should also know about PILMMA’s 100% money-back guarantee – if, after the end of the Summit, your trip has not been worthwhile, PILMMA will refund 100% of your registration fee and up to $500 in documented travel expenses.

PILMMA members and non-members can register online -- simply visit the 2014 PILMMA Super Summit website and learn how you can start growing your law firm faster than you ever imagined!

California Attorneys: Don't Miss the California Solo & Small Firm Summit June 19-21

The State Bar of California Solo & Small Firm Summit will be held June 19-21, 2014, at the Newport Beach Marriott Hotel & Spa in Newport Beach, Calif. 

The Summit features power networking events, legal education classes, business management courses, and more -- all designed to promote a thriving law practice.

Attendees earn up to 10 hours of MCLE credit, including credit in Legal Ethics. Select courses also offer legal specialization credit.

I am honored again to be a featured speaker at this event and will make presentations on the following subjects on June 19 & 20:

Building A Lifestyle Law Firm®: How To Get More Referrals And Increase Your Revenues

Too many attorneys struggle year after year trying to build a financially successful law firm. In this dynamic session we will discuss best practices and case studies of how to move from a good 6-figure income to breaking the 7-figure barrier and cover specific strategies to rapidly increase your referrals from current and former clients and other professionals.

How To Double Your Revenues By Fixing Your Intake & Lead Conversion System

One of the easiest ways to double your revenues is to follow best practices in your intake process and fix your follow up! You will learn the 5 biggest mistakes attorneys make in their intake and over 15 best practices you must follow if you want to convert more prospects into paying clients. When you leave this revolutionary session, you will never look at your intake the same way again!

How to Use the Power of Social Media to Drive Highly Qualified Leads to Your Law Firm

Social media is one of the fastest growing tools for lead generation for lawyers, but many attorneys have tried it without success. We will uncover the secrets top attorneys are using to get more leads and referrals from Facebook and LinkedIn. You can’t afford to miss this session!

Content Marketing and Blogging for Lawyers: How to Position Yourself as an Industry Thought Leader

With the recent changes to Google, it is virtually impossible to rank high without adding content to your website and having a strong social media presence. You will learn how to use blogging to position yourself as the “go to expert” and thought leader, how much content you really need to produce in order to get leads, and ways to use Google+ and our proven Social Media Blueprint to distribute your content to targeted groups of prospects.

Register online now for as low as $375.  You can save when you sign up by June 13.  The registration fee includes your choice of 33 workshops and programs as well as continental breakfast and lunch each day.

Free June 11 Webinar: How to Develop Zealot Clients From Hello!

Developing “zealot” clients – those who won’t be pried from your firm for love and money and who are the first to refer your services to others – begins at “hello.” 

Now you can learn techniques and strategies to quickly build those important, lasting relationships with clients by attending this free June 11 webinar – How to Develop Zealot Clients From Hello – brought to you by Intake Academy™ and The Rainmaker Institute®.

Join us on Wednesday, June 11, at 1 p.m. ET/10 a.m. PT for this free one-hour webinar where you will learn:

  • How to quickly cement your relationship with new prospects
  • How to control calls and advance the intake without being overbearing or pushy
  • How to gain commitment from callers and secure the intake
  • A simple naval tactic from the 1800′s and why it is vital to the success of your intake
  • The truth about compassion fatigue and how it will impact your conversion
  • Simple techniques to improve your tone, voice, inflection and delivery while you’re on the phone with prospective clients
  • A linked sequential process to maximize every inquiry opportunity
  • And much more!

Intake Academy™ is a total business solution that transforms how law firms and call centers train, coach, hire and retain intake specialists, and how front line staff handles legal intakes.  Together, we will teach you more effective intake conversion strategies that will help you dramatically increase your lead conversion rates.

Who should attend?  Intake specialists, receptionists, client liaisons, investigators, attorneys and managing partners who want to learn how to drastically improve conversion through intake.

Register online now for this free one-hour webinar on Wednesday, June 11 at 1 p.m. ET/10 a.m. PT.

If the time doesn’t work for you, go ahead and register anyway.  We’ll send you a recording of the webinar to watch at your convenience.

Free LawMarketing.com Webinar May 20 - Learn the 12 Numbers That Determine Your Law Firm's Success Or Failure

Surely you know by now that business – including the business of law – is a numbers game.  But do you know the numbers that can provide you with instant insight into how your firm is performing?

Join me next Tuesday, May 20 at 10 a.m. PT/1 p.m. ET for a free LawMarketing.com webinar on the 12 Numbers That Determine Your Law Firm’s Success Or Failure.

I’ve spent over a decade working with more than 10,000 attorneys on how to market and grow their businesses, and over that time have identified the key characteristics of highly successful law firms.

One of those is tracking and measuring specific numbers and key performance indicators that give these firms instant insight into how their firm is performing financially on a weekly and monthly basis.

Here's a taste of what you will learn when you join us for this fast-paced, content-rich webinar:

  • How to identify the 12 key metrics your law firm needs to track and measure
  • How to set up a system to identify these numbers
  • The 5 critical systems every law firm must have
  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “paralysis by analysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff
  • Using software to track your KPIs

Reserve your spot for this free webinar now and learn how to gauge whether you are on track to achieve your financial goals or if you need to reboot and refocus your marketing and business development efforts.

Join Me at California Solo & Small Firm Summit June 19-21

The State Bar of California has announced this year’s California Solo & Small Firm Summit will be held June 19-21, 2014, at the Newport Beach Marriott Hotel & Spa in Newport Beach, Calif. 

The Summit features power networking events, legal education classes, business management courses, and more -- all designed to promote a thriving law practice.

Attendees earn up to 10 hours of MCLE credit, including credit in Legal Ethics. Select courses also offer legal specialization credit.

I am honored again to be a featured speaker at this event and will make presentations on the following subjects on June 19 & 20:

Building A Lifestyle Law Firm®: How To Get More Referrals And Increase Your Revenues

Too many attorneys struggle year after year trying to build a financially successful law firm. In this dynamic session we will discuss best practices and case studies of how to move from a good 6-figure income to breaking the 7-figure barrier and cover specific strategies to rapidly increase your referrals from current and former clients and other professionals.

How To Double Your Revenues By Fixing Your Intake & Lead Conversion System

One of the easiest ways to double your revenues is to follow best practices in your intake process and fix your follow up! You will learn the 5 biggest mistakes attorneys make in their intake and over 15 best practices you must follow if you want to convert more prospects into paying clients. When you leave this revolutionary session, you will never look at your intake the same way again!

How to Use the Power of Social Media to Drive Highly Qualified Leads to Your Law Firm

Social media is one of the fastest growing tools for lead generation for lawyers, but many attorneys have tried it without success. We will uncover the secrets top attorneys are using to get more leads and referrals from Facebook and LinkedIn. You can’t afford to miss this session!

Content Marketing and Blogging for Lawyers: How to Position Yourself as an Industry Thought Leader

With the recent changes to Google, it is virtually impossible to rank high without adding content to your website and having a strong social media presence. You will learn how to use blogging to position yourself as the “go to expert” and thought leader, how much content you really need to produce in order to get leads, and ways to use Google+ and our proven Social Media Blueprint to distribute your content to targeted groups of prospects.

Register online now for as low as $375.  You can save when you sign up by June 13.  The registration fee includes your choice of 33 workshops and programs as well as continental breakfast and lunch each day.

Top 3 Reasons Attorneys Fail to Grow Their Practices & What You Can Do to Succeed

Law firm marketing is a complex and competitive business. And there are many reasons why certain law firms fail to grow or even fail to survive.

However, in my working with more than 10,000 attorneys over the years, I’ve come to find that there are essentially 3 main reasons why attorneys fail to grow their practices:


1.  Lack of time. This is the single biggest complaint we hear. You’re stressed for time. You barely have time to serve your clients, much less market your practice. Not to mention spend time with your family.

2.  Lack of strategy. From a marketing perspective, a comprehensive strategy to grow your law firm is essential to your long-term success. Otherwise, you and your team lack direction.

3.  Lack of systems. There are several simple systems attorneys can use to create a “lifestyle law firm”—a firm that supports the lifestyle you want to lead, rather than one that dominates your life.

These “lacks” can be overcome so that you can create that lifestyle law practice you desire.  Many of our clients are proof of that.

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

If you are continually asking yourself, "What are the most effective ways to bring in new clients?", then you need to get yourself to a Rainmaker Retreat, where we will teach you a proven system that will bring you several new clients every month.

Learn our proven system at the Rainmaker Retreat, our 2-day marketing boot camp, at our next session in San Antonio, TX  on Friday, April 25 & Saturday, April 26. 

Right now, we are offering a special $200 discount for the San Antonio Rainmaker Retreat.  Just use the special code SAN when you register online.

I guarantee these two days will transform your practice.

Law Firm Marketing Seminar Coming to San Antonio on April 25-26

The Rainmaker Retreat, a two-day law firm marketing seminar that focuses on the unique challenges facing small law firms and attorneys in mid-sized practices, will be held in San Antonio, Texas, on April 25 & 26 at the Courtyard San Antonio Riverwalk.

Each Rainmaker Retreat session focuses on the unique challenges facing small law firms and attorneys in mid-sized practices, providing advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

“The Rainmaker’s lead conversion system is unlike any other conversion process I have ever seen,” said Patrick Wright, a family law solo practitioner from Dallas.  “If I didn’t attend the Rainmaker Retreat, I would have never learned this system. I would recommend this retreat to any attorney who wants to beat their competition and gain more clients.”

At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost strategies, how to leverage technology to attract and follow up with prospects, ways to generate more referrals from former clients, and low cost tools and methods to better manage their business development efforts.

The San Antonio Rainmaker Retreat is open to all attorneys and law firm staff and will be held all day Friday and Saturday, April 25-26, 2014.

An added bonus is that this Rainmaker Retreat is being held during the annual San Antonio River Walk Arts and Crafts Show, so there will be plenty of entertainment just outside your hotel when you finish your daily sessions!

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Online Seminar:  Develop Your Law Firm Marketing Plan

Join Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Plan, where you will learn...

A proven legal marketing system that has helped 10,000 attorneys convert more prospects into paying clients.

Step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

Effective strategies to win clients in today's hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client 
  • Why your firm is not getting more referrals and how to change it
 
  • How to select the right marketing tools that will work for your practice and personality
 
  • Effective online and offline marketing strategies
 
  • How to create a financial plan to fund your marketing budget
 
  • The 5 critical components of a Marketing Action Plan (MAP)
 
  • 4 ways to create a unique competitive advantage
 
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.

New Rainmaker Retreat Date Added: May 30-31, 2014 in Las Vegas

We’ve just scheduled a new Rainmaker Retreat session for May 30-31, 2014 in Las Vegas, adding this to upcoming events in New York (March 27-28) and San Antonio (April 25-26).

If you’ve ever wondered exactly how much legal marketing information and training attorneys really receive at a Rainmaker Retreat, take a look at what we cover the first day:

SESSION 1: Achieving Expert Status as an Attorney

Position Yourself As A Specialist So You Become The Go-To Attorney

  • 5 proven strategies to position yourself as a specialist
  • Pros and cons of positioning yourself as a generalist and specialist
  • How to ethically position yourself as a specialist
  • How to avoid the most deadly mistake attorneys make
  • 4 solid tactics to position yourself as the “go-to attorney”

Identify Your Ideal Target Market So You Can Retain Ideal Clients

  • 5 incredible strategies to market to your ideal target market
  • 3 reasons why failing to define your target market will COST you big
  • Easy steps to successfully define your ideal target market
  • Step-by-step instructions to create your ideal target market
  • Break-out session to effectively define your ideal target market

Develop a Unique Competitive Advantage So You Can Crush Your Competition

  • 3 proven ways a Unique Competitive Advantage will put you ahead of your competition
  • What is your Unique Competitive Advantage
  • Top 5 ways to powerfully market your unique competitive advantage
  • How to attract top paying clients with your unique competitive advantage every time
  • Breakout session to develop a powerful unique competitive advantage for your firm

SESSION 2: Building a Strategic Referral Network

Business Development Strategies for Attorneys So You Can Grow Your Firm

  • Why it’s crucial to build relationships with other professionals
  • 3 powerful strategies to foster mutually beneficial relationships with referral sources
  • 7 Best practices for building referral partnerships
  • 5 Best practices for handling incoming referrals
  • How to successfully educate potential referral partners to increase your referrals
  • 4 great places to find strategic referral partners
  • 3 questions that allow you to quickly assess your partner’s potential
  • 5 powerful questions to land more referrals than ever before
  • The #1 reason why attorneys don’t receive more referrals and how to overcome it

SESSION 3: Micromanaging The Client Experience

Increase Client Retention & Referrals So You Can Have a Stream Of Qualified Leads

  • 7 Secrets of highly successful attorneys
  • 4 keys to micro-managing the client experience
  • Special touches that ‘wow’ the client
  • 3 specific ways to use the Internet to find more referrals
  • How to build collateral to take the client through the firm’s process
  • 3 easy ways to automate follow up and follow through
  • Client appreciation and why it’s so important
  • 7 strategies to strategically improve the client’s experience

SESSION 4: The Law of 7 Touches

Staying “Front Of Mind” Is a Must If You Want Clients, Referrals & Cash Flow

  • If you aren’t “front of mind” you are forgotten
  • How to effectively stay in contact with prospects, clients and referral partners
  • The power of an “E-Newsletter”
  • Why consistency and frequency are crucial if you want to build a word-of-mouth firm
  • 4 Top strategies to automatically connect with your database
  • Top 3 ways to build a database
  • Top 10 reasons why attorneys don’t think “e-newsletters” work and why they are wrong

SESSION 5: The Nuts & Bolts of Lead Conversion

Turning More Browsers Into Buyers At Every Conversion Stage

  • 5 stages of lead conversion you must improve to build a Lifestyle® Law Firm
  • Over 15 strategies to turn more browsers into buyers
  • 3 follow-up techniques that will set you apart from your competition
  • Discover why you may not need more leads
  • Cutting-edge lead conversion strategies to increase revenues

SESSION 6: The Power of The Internet

Build An Online Presence So You Can Leverage Your Time and Attract More Clients

  • Shocking statistics on how people select an attorney
  • 4 reasons why having a strong online presence is no longer an option
  • What online platforms are best if you are a business-to-consumer attorney
  • What online platforms are best if you are a business-to-business attorney
  • 5 reasons why social media must be part of your marketing strategy
  • What social media platforms are most useful to market your firm
  • Website do’s and don’ts
  • What are the best practices for blogging, videos, social media
  • What is education-based marketing and how can it grow your firm
  • The #1 fastest way to get to the top of Google
  • Cutting-edge email strategies to grow your firm
  • How to leverage social media and gain clients
  • Top traits Google is looking for when ranking your site
  • The changing game of search engines
  • Top 10 deadly mistakes attorneys make with their websites
  • 5 easy ways to make sure your site comes up high for the keywords you want
  • 4 proven ways to drive more traffic to your website

Each Rainmaker Retreat is two full days with 10 informative sessions, all geared toward small firms and solo practitioners to help you learn and use proven legal marketing strategies to get more clients now.

To learn more about the Rainmaker Retreat and what attending one can do for your practice, visit www.rainmakerretreat.com or call us at 888-588-5891.

How to Help Your Law Firm Spring Forward

Did you remember to “spring forward” today?  Most of the U.S. set their clocks one hour ahead to go on daylight saving time except for those of us here in Arizona where I live and also in Hawaii.  You won’t get that hour back until November 2.

When it comes to marketing your law firm, are you losing time?  Maybe you’ve gotten a late start on social media marketing, or are still playing catch-up when it comes to implementing the latest Internet marketing and lead generation practices. 

There is a way to catch up by attending a Rainmaker Retreat, our two-day law firm marketing seminar that focuses on the unique problems facing small law firms and attorneys in mid-sized practices.  Each Rainmaker Retreat session provides advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

The majority of our clients are firms with 2 to 25 attorneys, and we know that cash flow is a major factor in almost all your decisions.  At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost marketing strategies, how to leverage social media to attract more clients and build your business, as well as practical tips for converting more prospects into paying clients. We focus on low cost and no cost tools and methods to better manage and grow a small law firm.

We have two upcoming sessions in March and April:

March 27-28, 2014 – New York City

April 25-26, 2014 – San Antonio, TX

For more information or to register online, visit www.rainmakerretreat.com or call us at 888-588-5891.  Early registrants get special discounts – the Early Bird discount for the NYC Rainmaker Retreat ends at midnight ET tonight!

FREE March 12 LawMarketiing.com Seminar on Using Google + to Market Your Law Firm

On Wednesday, March, 12 at 1 p.m. ET/10 a.m. PT, join LawMarketing.com Editor-in-Chief Cindy Greenway and AttorneyRankings.com president Chris Dreyer for a free one-hour teleseminar on the Top 5 Ways to Market Your Practice & Improve Your Brand Recognition With Google+.

Many attorneys have confessed that they are confused by Google+ and how it can benefit their law firm, but with more than 350 million monthly users, you can no longer afford to ignore it.  If you need only one reason to pay attention, then be aware that strong Google+ users often rank better in Google search.

During this teleseminar, you will learn:

  • How law firms are benefiting from Google+ TODAY and how you’re missing out if you’re not using Google+
  • Where to easily locate and build relationships with top influencers within your niche on Google+
  • 3 top methods to increase engagement on Google+ (and gain more visibility than your competition)
  • When to participate in Shared Circle Campaigns and how they help you effectively market your practice.
  • How to leverage each of your law firm's attorneys on Google+ so you can gain even more exposure online for your law firm

In addition, you will receive a copy of the "Google+ For Lawyers Handbook" that will include the basics to getting started with Google+.

Click on this link to register online for the Top 5 Ways to Market Your Practice & Improve Your Brand Recognition With Google+on Wednesday, March, 12 at 1 p.m. ET/10 a.m. PT.

3 Great Legal Marketing Tips for Solos and Small Firms

Our Rainmaker Retreat in Miami earlier this month yielded several good questions from attendees during the Q&A session.  As is my habit, I will share some of these with our blog audience so you can benefit as well:

How do I decide whom to connect with on LinkedIn?

One of the most important things when it comes to LinkedIn is to have at least 500 connections. After you hit 501 connections, your profile will specify you as a “power user.”

If you think about your own psychology, you would most likely feel more inclined to connect with someone who has many connections versus few. Essentially we believe this person is more of an influencer. Regardless if this is true or not, it’s our perceptions that create reality.

The same is true when people consider connecting with you. So when you first become active on LinkedIn, I would advise you to be less restrictive about whom you connect with. After you hit the 500 mark, you can be far more picky about who you connect with.

Why do most solo attorneys hit a ceiling in regard to gross revenue?

The reason most solo attorneys can’t exceed $250,000 in gross revenues a year simply boils down to capacity issues. There are only so many hours in a week and weeks in a year. When you are the CEO, the attorney, the accountant, the marketer and wear several other hats in order to keep your business going, at some point you run out of time and effectiveness and you can’t bring in more revenue.

Without building a team and investing in them and a variety of necessary systems, your income will always directly be tied to the number of hours you can dedicate to work on a weekly basis.

A great friend of mine who is very successful with his legal practice says, “You can’t save your way to a multi-million dollar law firm, you have to spend your way to it.”

Essentially that means if you want to build a 7-figure lifestyle law firm, you must invest in people and systems in order to leverage time and grow beyond your own production capabilities.

What are some easy ways I can grow my email list?

A few great and easy ways to grow your list are:

1. Find ways to speak and present. Each time you do, make sure you collect the names and email address of everyone at the events. If for some reason the organizer will not give you this information, do a give-away during your presentation. In order for individuals to be eligible to receive your give-away, they must give you their business card or their name, number and email.

2. Every time you go to a networking event and collect business cards make sure these individuals are added to your database or e-newsletter list. Don’t worry, if someone gives you’re their information they are implicitly stating you can send them information. If for some reason they don’t want it, there is always the opportunity for them to unsubscribe or to ask to stop receiving the information.

3. Offer a freemium. On your website you can send people a free report (filled with information that is important and meaningful to them) in exchange for their contact information. For example you can send them an article titled “Top 6 questions to ask a criminal defense attorney before hiring” as soon as they give you their info. You can have this automated so you or someone else is not personally responsible for sending out the article, but it goes automatically after your system gets their info.

4. Any time you send out an e-newsletter, encourage those who receive it to forward it on to anyone they know who can also benefit from the information.

5. Have a “e-newsletter” opt-in form on your website so people who visit your site can opt-in to receive your e-newsletter. 

One way you can really benefit yourself and your firm this year is to attend a Rainmaker Retreat.  Our next session will be March 27-28 in New York City and we've also added a session on April 25-26 in San Antonio, TX.

To learn more or register online, visit www.rainmakerretreat.com

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5 Easy Steps to Create Your Law Firm Marketing Plan

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.

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

What 95% of Law Firms Are Doing Wrong (and How You Can Fix It)

We have been doing a lot of secret shopper calls recently. Each time we do an event – like last weekend’s Rainmaker Retreat -- we have attorneys who say or think “my firm is different,” so we decided to put that excuse to rest by calling firms and secret shopping them and then reporting our findings.

Unfortunately, we’ve found that 95% of all the firms we are calling are doing a poor job at compelling Jessica, the caller, to do business with that firm or attorney.

A few things that will dramatically improve that initial call experience for a caller include:

1.  First and foremost, show empathy. Jessica calls personal injury firms all the time and the person on the other end of the phone never even says, “I’m sorry you were in an accident.” He/she immediately begins to ask questions without showing compassion.

2.  If you mention your firm’s website, spell it out. Many attorneys have websites that are difficult to spell, so by taking an extra minute to spell it out you can ensure the caller will actually be able to find your website.

3.  Always answer the phone with a smile and the firm’s name (Jessica repeatedly hears “law firm please hold”).

4.  Before you place someone on hold, ALWAYS ask the person if it is ok.

5.  Before you transfer a person, always get their name and number in case you get disconnected so you can call back.

6.  Make sure whoever answers the phone likes that role and is able to dedicate his/her attention to the caller 100% (Jessica often felt like her call was annoying the person who answered).

Fixing this is not a tough task.  You just need to put a process in place that works for you and train your people to follow that process!  Sometimes the simplest fixes can provide compelling results – I know that this is one of those times.

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Last Chance!  Rainmaker Retreat Unplugged DVD Set 50% Off Until Feb. 1

Of all the seminars and speeches and presentations I have made to attorney groups throughout the past 12 years, nothing has proven to be more impactful than our two-day legal marketing seminar, the Rainmaker Retreat.

We schedule a session every month around the country and spend two intensive days teaching the principles and strategies of what works when it comes to legal marketing for small law firms and solo practitioners.

But I get that not everyone can leave his or her practice to attend a seminar.  Which is why we recorded a live session recently and created a six-CD set that we’re calling Rainmaker Retreat Unplugged.

Watching Rainmaker Retreat Unplugged on your own schedule will still provide you with an incredible opportunity to learn:

  • Over 65 proven online and offline legal marketing and business development strategies tailored specifically for small firms and solos;
  • Lead generation techniques that will teach you how to generate more leads from your website, social media and blogs;
  • Proven strategies for converting leads to clients and ways to increase your conversion rate so you don’t have to spend so much time and money generating new leads;
  • Ways you can double your referrals over the next 90 days.

Order your copy of Rainmaker Retreat Unplugged online by midnight ET on Friday, Jan. 31 and receive this incredible legal marketing tool for 50% off the regular price.

How to Handle A Negative Online Review

At a recent Rainmaker Retreat, we had an attorney who had gotten his first negative review online.  Naturally, he was upset about it.  But after being able to set his personal feelings aside, he realized it was important that he respond the right way.

So he asked during the group session, how do I handle a negative review?

We find that one of the biggest reasons attorneys are hesitant to get involved with social media and online review sites is that they are afraid they will get a negative review. Let me share something with you: you will always have someone who is not happy with your services, but to avoid using a powerful platform altogether because you are fearful that someone will give you a negative review doesn’t make sense.

The question is NOT if you will get a negative review but WHEN you will.

The way to successfully handle a negative review is first, to have as many positive reviews as possible. Think about it, the last time you went to order something on Amazon, did the product have both positive and negative reviews? Of course!

But you still purchased it right? Why? Because innately we all know that no matter what product or service is sold, there will always be someone who is not happy. So as long as we see more positive reviews than negative ones, we usually still invest in the product or service.

The second way to effectively handle a negative review is to recognize that it is just feedback. Maybe there is a blind spot in your firm that you are not aware of and by asking people to review you and give their honest feedback, you have the opportunity to grow, learn and improve the client experience. Although the experience can be painful, it is necessary if you really want to wow the client and build a lifestyle law firm.

If someone reviews you negatively on an open platform, don’t ignore it, address it quickly and professionally. Let the individual know you are sorry they are not happy and will do everything in your power to make it right. Let them know that although you have worked with 100s of clients who are happy with your services, to hear that there is even just one who is unhappy upsets and concerns you.

We were fortunate enough to get a rave review from business litigation attorney James Thomas, partner in the Atlanta law firm of Ichter Thomas, LLC, who attended our Rainmaker Retreat.  Here is what he had to say about his experience:

If you want to experience a truly different legal marketing seminar that will help you generate more leads and convert them into paying clients this year, then come to one of our Rainmaker Retreats.  Our next session will be May 30-31 in Las Vegas.

Click on the links above for more information or call 888-588-5891.

Improve Your Networking Prowess at LawMarketing.com Free Webinar Jan. 28

Are you a star at networking events?   Or do you struggle to find things to say?  Have a tough time engaging in conversations with strangers?  Find you just can’t get those important follow-up meetings that are the reason you go to networking events in the first place?

If so, then you probably should check out this free online webinar tomorrow (Tuesday, Jan. 28) at 1 p.m. ET/10 a.m. PTSuccessful Icebreaking Strategies for Networking & Business Meetings for Lawyers.

This webinar is being led by Nancy Fox, the author of Networking Like a Fox and president of The Business Fox, a business advisory firm.  She will teach you how to:

  • Excel at breaking the ice with new connections
  • Develop engaging conversation while learning how to listen for business opportunities
  • Engage your new connections after the networking event
  • Get plenty of follow-up meetings with new contacts
  • And much more!

Sign up online for the free webinar, Successful Icebreaking Strategies for Networking & Business Meetings for Lawyers at 1 p.m. ET/ 10 a.m. PT tomorrow, Jan. 28.  If the time doesn’t work for you, register anyway and LawMarketing.com will send you a free recording of the entire webinar.

While you’re on the LawMarketing.com website, sign up for their weekly newsletter that is full of legal marketing tips you can put to use right away for your 2014 marketing program.

More of What Attorneys Are Learning About Legal Marketing at the Rainmaker Retreat

We’re still in Las Vegas for the second day of our 2-day legal marketing seminar, the Rainmaker Retreat, which is designed specially for solo practitioners and small firms to give you the tools you need to compete effectively in this hyper-competitive legal services market.

Here, as promised, are some more Q & A’s from the Rainmaker Retreat:

In general do you think normal advertising strategies are effective?

I will never say general advertising doesn’t work. But what I will say is that for most of you in the room, it is too expensive and too ineffective to pursue these types of strategies. You are going up against big dogs that probably have a bigger monthly marketing budget than your firm makes in an entire year. My aim is to teach you gorilla marketing so you can get into the marketing game, get a great return on investment and grow your firm without having to be a big-name, nationwide firm.

Why is it important to identify my ideal client?

  • You can refine your marketing language (makes your efforts more effective)
  • Referral sources know what type of prospect to send you
  • Everyone in your firm is clear on your vision
  • You can easily sort through prospects and not waste time on ones who are not ideal

How do I identify my ideal client?

  • Take a look at the past clients you’ve worked with that you’ve enjoyed and who have made you money.
  • Take an inventory of the demographics of those past clients.
  • Ask an average person (non-attorney) how they would search for an attorney who does what you do.

What are the best social media channels for me to focus on if I’m a business to business attorney?

LinkedIn and Facebook

What are the best social media channels for me to focus on if I’m a business to consumer attorney?

Facebook, a blog and Twitter

What are the top social media sites I should be concerned with as an attorney?

LinkedIn, Facebook, Twitter, JDSupra, Avvo, a blog and YouTube

What is the most important component of social media campaigns?

You have to have unique and relevant content to push out to all your social media platforms, so the heartbeat of your effort must be a blog that you update the content on nearly every day (in fact, 7 days a week would be best). You then take information off this blog and push it to your other social media platform sites. If you don’t do this, you are missing the boat.

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Free Rainmaker Retreat Preview DVD Now Available

Wondering what it’s really like to attend the Rainmaker Retreat?  Get the insider’s view from attorneys who have already attended our two-day legal marketing seminar by ordering your free Rainmaker Retreat Preview DVD.

The DVD also includes a sneak preview of a Rainmaker Retreat that gives you:

  • Over 65 proven strategies to build a 7-figure law firm
  • How to triple your referral sources in 90 days
  • 10 techniques for dominating your competition online
  • How to create a 6 month marketing plan
  • How to transform your website into a client generating machine
  • Ways to promote your law firm to 150,000 people for $200
  • Using blogs and social media to build an internet empire
  • How an attorney doubled his revenues in 12 months
  • 7 proven ways to generate repeat business

Just click on this link to order your copy of the free Rainmaker Retreat Preview DVD or watch it live on your computer right now.

What Attorneys Are Learning at the Rainmaker Retreat Right Now

I am in Las Vegas with several members of my TRI team and a great group of attorneys and staff at our January Rainmaker Retreat

The feedback we get from attendees is that they not only enjoy what we have to teach but also from learning from each other.  To spread that around a little, I’m going to post some of the questions (with my answers) from lawyers attending the Rainmaker Retreat.

Here’s what’s on their minds today:

Q:  How exactly do prospects search for an attorney online?

A:  There are four major ways that consumers search for attorneys online:

Vanity Search -- practice area plus the word attorney or lawyer. These searches cost the most to rank for and do not have the best conversion rates.

Geographical search -- people search by city NOT County or State). Get specific to improve your rankings.

Social Media search -- using Twitter, Facebook, YouTube and other social media platforms because it is a means to get a referral from a trusted source (peers, friends, connections, fans, etc.

Long tail search -- using lots of terms to find what they want. Not expensive on pay-per-click and has a high conversion rate b/c vanity searches generally mean the person is still in the research phase where someone who uses a long tail search is ready to take action.

Q:  When is the appropriate time to educate a client on who an ideal referral would be?

A:  From the moment they retain you. Educate them all the time on this. Because out of sight is out of mind. No one will actively go out of their way to build your business, it is up to you to proactively ask for referrals and educate clients on what an ideal referral is so they feel inclined to do so.

Q.  What are best practices for answering AVVO questions?

A:  Answering questions on Avvo is a great way to prospect for leads, but you have to do it right:

  • Answer questions quickly
  • Answer questions thoroughly
  • Bonus points are given to those attorney who answer 1st and who answer questions best
  • Give valuable information when answering the question
  • Answer questions you have the credibility to answer
  • Provide a meaningful answer; do not blatantly say “you need an attorney call me” over and over again on multiple questions because Avvo does not look kindly on this type of answer since it is not helpful for the consumer

I’ll post more tomorrow from our Rainmaker Retreat in Las Vegas.  Better yet, why don’t you join us for a future session and get all your questions about legal marketing answered and set your firm up for a great 2014?  Here are dates for upcoming Retreats:

Feb. 28-March 1, 2014 – Miami, FL

March 27-28, 2014 – New York City

Click on the links above for more information or call 888-588-5891.

Plug Into Proven Legal Marketing Strategies with Rainmaker Retreat Unplugged

Of all the seminars and speeches and presentations I have made to attorney groups throughout the past 12 years, nothing has proven to be more impactful than our two-day legal marketing seminar, the Rainmaker Retreat.

We schedule a session every month around the country and spend two intensive days teaching the principles and strategies of what works when it comes to legal marketing for small law firms and solo practitioners.

But I get that not everyone can leave their practice to attend a seminar.  Which is why we recorded a live session recently and created a six-CD set that we’re calling Rainmaker Retreat Unplugged.

Of course, nothing replaces the experience of being at a Rainmaker Retreat in person, since group participation and learning from peers is also part of the success of this program.  We have three sessions on the schedule right now if you can get away:

Jan. 24-25, 2014 – Las Vegas, NV

Feb. 28-Mar.1, 2014 – Miami, FL

Mar. 27-28, 2014 -- New York City

But if you can’t make one of these seminars, then consider getting your firm a copy of Rainmaker Retreat Unplugged, which we are offering at 50% off during the month of January.

Watching Rainmaker Retreat Unplugged on your own schedule will still provide you with an incredible opportunity to learn:

  • Over 65 proven online and offline legal marketing and business development strategies tailored specifically for small firms and solos;
  • Lead generation techniques that will teach you how to generate more leads from your website, social media and blogs;
  • Proven strategies for converting leads to clients and ways to increase your conversion rate so you don’t have to spend so much time and money generating new leads;
  • Ways you can double your referrals over the next 90 days.

Order your copy of Rainmaker Retreat Unplugged online by midnight ET on Friday, Jan. 31 and receive this incredible legal marketing tool for 50% off the regular price.

Let's make 2014 the year you do something really great to grow your law firm.

 

How Any Attorney Can Become a Rainmaker & Build a Profitable Practice

At The Rainmaker Institute, we have worked with and trained over 10,000 attorneys all across the country, the majority of which are attorneys who own and manage small and medium sized law firms.

We understand the challenges you face on a daily basis. Not only are you the lawyer, but also the marketing department, the bookkeeper, and the human resources manager. Like most attorneys I know, you didn’t go to law school to become a marketing guru or an expert at operating a business! I get it.

But a business is what you have and if you don’t place enough emphasis on marketing and business development, you will not have any clients to practice law on. You may have found yourself in private practice, running a business but without a road map. The Rainmaker Retreat will help to level the playing field and allow you to compete against and consistently win clients away from larger firms with huge advertising budgets!

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!

Experience why 35 of the largest State and local Bar Associations have sponsored our events. With our 100% Money Back Guarantee, you have nothing to lose and so much to gain by attending a Rainmaker Retreat.

We have sessions scheduled for the first two months of 2014:

January 24 & 25, 2014 – Las Vegas, NV

February 28 & March 1, 2014 – Miami, FL

To register online, visit www.rainmakerretreat.com or call us at 888-588-5891.  We offer an Early Bird discount that can save you 15% off the regular registration fee!

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FREE Online Seminar:  Develop Your Law Firm Marketing Plan

Join Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Plan, where you will learn...

A proven legal marketing system that has helped 10,000 attorneys convert more prospects into paying clients.

Step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

Effective strategies to win clients in today's hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client 
  • Why your firm is not getting more referrals and how to change it
 
  • How to select the right marketing tools that will work for your practice and personality
 
  • Effective online and offline marketing strategies
 
  • How to create a financial plan to fund your marketing budget
 
  • The 5 critical components of a Marketing Action Plan (MAP)
 
  • 4 ways to create a unique competitive advantage
 
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.

Ask These 3 Questions to Transform Your Legal Practice in 2014

You may have spent some time over the holiday break evaluating what worked and what didn’t for your legal practice in 2013.  Any successful business owner knows they always need to be doing something of value that will contribute to the success of their organization.

As you begin looking forward to 2014, ask yourself 3 simple questions that can get you on the right path to transforming your practice this year:

1.  What is the outcome I want?

Keeping in mind the end game will help stop you from focusing too much on the bumps along the road.  Getting distracted by problems instead of focusing on solutions keeps you stuck where you are.

2.  What stands in the way?

Identifying obstacles and then finding ways to eliminate, avoid or neutralize those obstacles is fundamental to business success. 

3.  Who has figured it out already?

Successful people learn not only from their own mistakes, but also from the mistakes of others.  They also learn from the success of others, a fundamental approach we have used in teaching more than 10,000 attorneys the successful practice of law firm marketing at our Rainmaker Retreat two-day legal marketing seminar.

Our first Rainmaker Retreat of 2014 is scheduled for Jan. 24 & 25 in Las Vegas at the Aria Resort and Casino.  You can save 45% right now by taking advantage of our Early Bird registration; register online at www.rainmakerretreat.com or call 888-588-5891.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

A New Year's Gift for Our Attorney Friends and Fans

As we close out the old year and ring in the new, it's time to take stock of a lot of things, and one of them should be your law firm.

One of things that all attorneys should be thinking about is how to make 2014 your most successful year ever. To build and create a 'lifestyle' law firm, one that is professionally satisfying, but allows you the time to do what is important to you; to live a self directed life with plenty of money to do it with.

The Rainmaker Retreat, our highly successful 2-day law firm marketing boot camp, has been the catalyst for hundreds of attorneys to re-invent their law firm and create automatic systems that consistently deliver a steady stream of new leads and clients. 

My Rainmaker In A Box, Volume 1 is a consistent best seller at the Rainmaker Institute. It's 4 DVDs and a data DVD that pulls back the curtain of our closely guarded Rainmaker marketing system with color-by-the-numbers systems you can use now to rapidly get new leads and clients. We sell a boatload of these every year for $397.

This DVD set is a quick-start guide to the best marketing strategies used by our top clients, filled with the secrets to building a referral-based practice, powerful on-line marketing strategies, and an 8 step system to creating your law firm marketing plan.

It's yours FREE when you register for the next Rainmaker Retreat.

For dates and locations, please click the link below:

www.RainmakerRetreat.com/Events

We only have a limited quantity of the free gifts, so please act now as they will all be gone soon.

All of us at The Rainmaker Institute wish you and yours a joyous holiday season, and we look forward to seeing you at the Rainmaker Retreat.

Happy New Year!

A Holiday Gift for Our Attorney Friends and Fans

As we get ready to close out the year, it's time to take stock of a lot of things, and one of them should be your law firm.

One of things that all attorneys should be thinking about is how to make 2014 your most successful year ever. To build and create a 'lifestyle' law firm, one that is professionally satisfying, but allows you the time to do what is important to you; to live a self directed life with plenty of money to do it with.

The Rainmaker Retreat, our highly successful 2-day law firm marketing boot camp, has been the catalyst for hundreds of attorneys to re-invent their law firm and create automatic systems that consistently deliver a steady stream of new leads and clients. 

My Rainmaker In A Box, Volume 1 is a consistent best seller at the Rainmaker Institute. It's 4 DVDs and a data DVD that pulls back the curtain of our closely guarded Rainmaker marketing system with color-by-the-numbers systems you can use now to rapidly get new leads and clients. We sell a boatload of these every year for $397.

This DVD set is a quick-start guide to the best marketing strategies used by our top clients, filled with the secrets to building a referral-based practice, powerful on-line marketing strategies, and an 8 step system to creating your law firm marketing plan.

It's yours FREE when you register for the next Rainmaker Retreat.

For dates and locations, please click the link below:

www.RainmakerRetreat.com/Events

We only have a limited quantity of the free gifts, so please act now as they will all be gone soon.

All of us at The Rainmaker Institute wish you and yours a joyous holiday season, and we look forward to seeing you at the Rainmaker Retreat.

Happy Holidays!

What Attorneys Want to Know About Legal Marketing

Our last Rainmaker Retreat legal marketing seminar for 2013 was held last weekend in Los Angeles.  We got several questions that may be top-of-mind for you as well when it comes to marketing your law firm, so I thought I would share some of those here:

I don’t want to put myself on social media because of the potential for getting a negative review.

We hear this concern a lot. But the truth is, reviews are critical. If you went to Amazon to buy a product and you didn’t see any reviews, your gut reaction is probably not a positive one. Think about the last time you did purchase something on Amazon; there were probably a mix of both positive and negative reviews, but you still purchased the product.

So long as the majority of your reviews are positive, a negative review every so often is bound to happen. If you truly care about offering the best client experience possible to those who hire you, don’t you want to know when someone is not satisfied? Unfortunately, many people will not tell you directly that they are unhappy -- when you give them a platform to voice their experience with you, you can begin to uncover some of the areas in your law firm that need improvement.

Often if you reach out to the upset individual, your gesture will go a long way. We’ve even had clients who told us when they reached out, the individual was so impressed that the firm didn’t just sweep it under the rug that they ended up either removing the negative review or adding to it and telling people what a turnaround the firm caused by not ignoring the issue.

I’ve hired people to write blogs for me but I spend more time editing them than I would if I wrote them myself.

Everyone in this room has one word in common: perfectionist. For most attorneys this is true. And this trait can be powerful and really help you succeed. But when it comes to marketing, I want you to remember this: Done is better than perfect.

There is no such thing as a perfect blog post, or website, or e-newsletter or video. The point is to get relevant and valuable information out to your prospects, clients and referral partners. Think about how valuable your time is. Do you charge $150, $200, $300 or more per hour? It does not make sense to spend an hour or so of your time writing a post when you can hire someone to do it for you for far less. And it also doesn’t make sense for you to edit and wordsmith the article the individual writes for an hour or more because your time is too valuable.

Of course, it is important to have valid and correct information in the article and to communicate in an educated and compelling way, but you have to let go of this notion of perfection. You are, in most cases, not writing to other attorneys who are going to be judging the article in a way you are, so loosen up a bit and just recognize people want to navigate their legal situation easily. Often how you would write an article -- because you eat, live, sleep and breathe your practice area -- will not translate well to the general public looking to find a solution to their problem.

Why is it so important for me to identify my ideal target market? Don’t I shrink my potential client pool when I do that?

We have many attorneys who are fearful of going after a niche because they think they will lose out on a ton of business. But you must think about it differently. Society is so bombarded with advertising and marketing these days that we have become rather numb to it. Mass marketing messages such as “if you need a divorce hire me” no longer work because the message is drowned out by the thousands of others firms and attorneys yelling that from the rooftop.

However, if you truly learn who your ideal client is -- such as their age, gender, martial status, education level, assets, income, home owner or renter -- you begin to position yourself in a way that you can craft a message that these individuals connect with and feel is 100% geared to them. Think about the last time you spoke to someone who really seemed to understand your situation. You felt cared for, understood, and chances are if they were selling something, you felt more inclined to buy that product or service simply because you felt a connection and believed this product, individual or service would alleviate your problem and offer a solution.

Lastly, if you know who your ideal target market is, you won’t waste time and money trying to go after people who don’t need you or who would never hire you. 

We have two Rainmaker Retreat sessions scheduled so far for 2014:

Jan. 24 & 25, 2014 – Las Vegas, NV

Feb. 28 & March 1, 2014 – Miami, FL

To get more information or register for one of these sessions online, visit www.rainmakerretreat.com or call 888-588-5891.

Law Firm Goal-Setting for 2014

One secret of highly successful attorneys is that they make time to plan for the future. December is the perfect time to evaluate achievements, set new goals and work on your law firm marketing plan.

Here are some of the areas for you to focus on:

Financial goals for your business --Don’t just focus on the money; focus on how you will get there.  If your average client spends $5,000 with you, you will need 100 clients to break $500,000 this year. That works out to about 2 new clients per week.  Unless you want a high volume law practice, you will need to develop a way to up-sell new clients into higher-end services.

Practice Area Goals -- How many new estate plans do you want to do in the next 90  days?  How many new trials are you willing to take on this year?

Marketing Goals --All the top law firms in the country recognize the importance of marketing and business development.  You need to set measurable marketing goals. “I will meet with 4 new referral sources every month.” How are you going to meet them?  Who is going to set those meetings up?  Who will do the follow up?

Strategic Business Goals-- This is where you start to think big about your practice.  Challenge yourself: how can you come up with another $100,000 this year? How can you go from your current five referral sources to 30 in the next six months?

Personal Goals --Perhaps you need to schedule a vacation for yourself every quarter.  Maybe you have an idea for a new business venture.  What place does your family, friends or significant other hold in your life?

Taking time now to plan for the future will help ensure your law firm has a profitable future.

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From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn

On Tuesday, Dec. 17 at 2 p.m. ET/11 a.m. PT, The Rainmaker Institute’s business development specialist Alec Borenstein will be presenting a new online webinar:  From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn.

Most attorneys already have a profile on LinkedIn, but very few know how to effectively use it to build a powerful referral network. With over 238 million professionals on LinkedIn, it has become one of the easiest ways to rapidly identify strategic contacts and build relationships with them!

In this advanced, information-packed 60-minute webinar you’ll discover:

  • How to generate targeted connections using LinkedIn
  • How to join and create LinkedIn groups to target your key referral sources and clients
  • Tools to land 2-4 lunches every month with your connections and referral partners
  • What to say during these meetings to ensure prospects remember you
  • How to follow up after your LinkedIn lunch

Click on this link now to register online for the one-hour webinar, From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn on Tuesday, Dec. 17 at 2 p.m. ET/11 a.m. PT.

Join Me on 12/12 for Free Avvo Webinar on 12 Critical Numbers That Determine The Success Or Failure Of Your Law Firm

On Thursday, Dec. 12, 2013, I will be leading an Avvo webinar on the 12 Critical Numbers That Determine The Success Or Failure Of Your Law FirmThe live webinar, sponsored by Avvo at no cost to attorneys, is scheduled for 1 p.m. ET/10 a.m. PT.

For more than a decade of working with over 10,000 attorneys nationwide, I have found top law firms track and measure specific numbers and key indicators that give them instant insight into how their law firm is performing on a weekly and monthly basis. 



Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, Partners and Owners of law firms can determine whether they are on track to achieve their financial goals or if they need to retool and refocus their marketing and business development efforts.

During this webinar, we will cut through the clutter and give you clear and easy to understand guidance on which numbers really matter the most, how to track this information, and what to do with it once you have it!  Learn:

  • How to identify the 12 key metrics your law firm needs to track and measure 

  • How to set up a system to identify these numbers
  • The 5 critical systems every law firm must have 

  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “paralysis by analysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff 

  • Using software to track your KPIs

Click on this link now to register online for the free Avvo webinar on the 12 Critical Numbers That Determine The Success Or Failure Of Your Law Firm on Thursday, Dec. 12 at 1 p.m. ET/10 a.m. PT.

Dec. 11 LawMarketing.com Webinar: Profiting with Mobile Marketing

Did you know that 3 out of 4 clients go online to find a lawyer and many of them are turning away from PCs and turning instead to portable devices to research, validate and select an attorney?

Will these consumers find you when they search on the small screen?  Will they find a well designed mobile website or a difficult to navigate website that was designed for a PC?   

On Wednesday, December 11, at 1pm ET / 10am PT, Larry Bodine, former Editor-in-Chief of Lawyers.com, joins LawMarketing.com for a complimentary webinar on the topic of Profiting With Mobile Marketing.  

Join Larry and LawMarketing.com Editor-in-Chief Cindy Greenway to learn:

  • Compelling reasons to have a mobile website for your law firm
  • How mobile websites differ from regular websites
  • What IS and is NOT mobile-friendly
  • Creating a mobile site on the fly
  • Responsive design vs. mobile first

Larry will also offer specific advice and illustrate the new mobile marketing rules with a case study. 

Click here to learn more and to register for this webinar. 

From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn

On Tuesday, Dec. 17 at 2 p.m. ET/11 a.m. PT, my colleague Alec Borenstein will be presenting a new online webinar:  From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn.

Most attorneys already have a profile on LinkedIn, but very few know how to effectively use it to build a powerful referral network. With over 238 million professionals on LinkedIn, it has become one of the easiest ways to rapidly identify strategic contacts and build relationships with them!

In this advanced, information-packed 60-minute webinar you’ll discover:

  • How to generate targeted connections using LinkedIn
  • How to join and create LinkedIn groups to target your key referral sources and clients
  • Tools to land 2-4 lunches every month with your connections and referral partners
  • What to say during these meetings to ensure prospects remember you
  • How to follow up after your LinkedIn lunch

Click on this link now to register online for the one-hour webinar, From LinkedIn to Lunch: How to Create Leads and Referral Sources on LinkedIn on Tuesday, Dec. 17 at at 2 p.m. ET/11 a.m. PT.

About Alec Borenstein

Alec Borenstein, Esq. joined The Rainmaker Institute after achieving success as a small-firm litigation attorney where he learned how to grow a business from the ground up while ensuring each individual in the organization was committed to the growth of the firm. He continues to manage New York City properties valued over $10 million, an experience that consistently teaches him how to anticipate market trends and grow businesses.

Most recently, Alec has been working with attorneys in all aspects of systematization and business development, helping them create successful referral and client conversion systems. He is also a professional speaker on a variety of business development topics and has published articles in the New Jersey Law Journal and Law Practice Today.

Los Angeles Legal Marketing Seminar Scheduled for Dec. 6-7

The final 2013 Rainmaker Retreat, our two-day law firm marketing seminar, will be held Dec. 6-7, 2013, at the Westin Bonaventure in Los Angeles.

“Attorneys are very naïve if they think that you can't get clients off the Internet or that online marketing isn't important,” says Jeff Matsen, a nationally recognized estate planning and business transactional attorney and founding partner of Wealth Strategies Counsel and Matsen Voorhees Law in Orange County, Calif.  “We have one client that we received purely off the Internet that is the president of one of the top 15 companies in the world. He saw my website that Stephen helped me design, and we went from there.

“If you want a terrific experience, attend Stephen's presentation. Even if you don't do anything else, do that.  You'll get some ideas there and some enthusiasm and perspective that will make it well worth your while. Obviously, if you want to go further with The Rainmaker Institute, then your practice will grow and develop more, but at least go and listen to Stephen, and hear his presentation. It's terrific.”

Each Rainmaker Retreat session focuses on the unique problems facing small law firms and attorneys in mid-sized practices, providing advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

The majority of our clients are firms with 2 to 25 attorneys, and we know that cash flow is a major factor in almost all their decisions.  At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost marketing strategies, how to leverage social media to attract more clients and build your business, as well as practical tips for converting more prospects into paying clients. We focus on low cost and no cost tools and methods to better manage and grow a small law firm.

The Los Angeles Rainmaker Retreat is open to all attorneys and law firm staff and will be held all day Friday and Saturday, Dec. 6-7, 2013.

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Online Seminar:  Develop Your Law Firm Marketing Plan

When business slows down over the holidays, it’s the perfect time to start planning for how to make next year your most profitable ever.

And you can start this planning process by joining Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Plan, where you will learn...

A proven legal marketing system that has helped 10,000 attorneys convert more prospects into paying clients.

Step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

Effective strategies to win clients in today's hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client 
  • Why your firm is not getting more referrals and how to change it
 
  • How to select the right marketing tools that will work for your practice and personality
 
  • Effective online and offline marketing strategies
 
  • How to create a financial plan to fund your marketing budget
 
  • The 5 critical components of a Marketing Action Plan (MAP)
 
  • 4 ways to create a unique competitive advantage
 
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.

How to Improve the Client Experience

Before our last Rainmaker Retreat, I had one of my associates call the offices of each attorney attending our two-day legal marketing seminar.  The idea was to gauge the first contact experience and when we presented the results, eyes started popping.

I know many of you think your firm is different and that you do really great at customer service, but it’s just not true. A few things you can do immediately so the first impression is better for those contacting your firm:

1. Don’t just pick up the phone and say, “ABC Law Firm, please hold”.

2. Make sure to ask for the person’s name and treat them like a human, not potential revenue.

3. When you say you will do something, do it. My associate was told multiple times she would be sent information through email and never was. This erodes trust and doesn’t make your prospect think you will actually do what you say you will, when you say you will.

4. Reach out to your clients once a month even if there is no update on their case so they know you are still working on it. This is particularly important with personal injury cases. Each week or month simply send an email and give the client an update so they don’t feel forgotten.

We spend a lot of time during each Rainmaker Retreat talking about ways to micromanage the client experience.  This is because once you get it right, you will start converting prospects and getting repeat business like crazy.

Don’t just take my word for it.  Here is a note we received from Mike D., a NYC criminal defense attorney who attended our last Rainmaker Retreat:

“I wanted to tell you how much I enjoyed the seminar.  It was hands down the best legal marketing seminar that I've ever attended!  Stephen and the entire staff were extraordinary.  I was literally hanging on every single word that you uttered.  You guys went above and beyond my wildest expectations.  I can't say enough good things about my experience!”

There is one more Rainmaker Retreat session scheduled for this year – Dec. 6 & 7 in Los Angeles.  We have also scheduled the first session for 2014 for Jan. 24-25 in Las Vegas. 

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

What Attorneys Are Asking - and Saying - About The Rainmaker Retreat

Our latest two-day legal marketing seminar, The Rainmaker Retreat, was held in NYC last weekend and brought out several things that are on attorneys’ minds when it comes to legal marketing:

With Google’s recent update, what is really key if you want your site to rank?

Goggle is placing more and more emphasis on content and social media signals. The law firms and attorneys who blog consistently with fresh, relevant and unique content become authoritative in Google’s eyes. It’s not enough to blog once a week. If you truly want to be recognized as a leader from Google’s perspective so they rank your site high, you need to be blogging 3-5 times a week.

In addition, Google not only cares what platforms you are on (Twitter, Facebook, LinkedIn, YouTube, Avvo, Google+), it also cares how active you are on those platforms and how engaged your viewers are. Do they like your posts, do they “re-tweet” your tweets, do they watch and share your videos? It all plays an important role in your firm’s website rankings.

I don’t get any business off LinkedIn.  Do you have any suggestions on how to make the platform more effective for me?

I see attorneys make this mistake a lot. They simply set up a profile and do nothing with it and then are shocked when they don’t get business. You have to build a strong profile. Put your entire resume in there, list all your awards and education, give endorsements and recommendations and then ask for them in return.

Join groups and contribute in a meaningful way. Start your own groups and moderate appropriately. The most important thing is to be active on the platform, use it to give out valuable and helpful information to those you want to do business with or those you want to send you business. Lastly, reach out to potential referral sources and ask them to meet up for lunch. At the end of the day, you can’t replace face-to-face and building rapport with someone with an in-person meeting. It takes time and effort, but LinkedIn is a very powerful platform when used correctly.

Here is what some of the attorneys who attended our Rainmaker Retreat in New York had to say about their experiences:

“Stephen is very knowledgeable and generous with his time and resources.  I am leaving with tremendous ideas that I am sure will increase my client base.” -Emily, Personal Injury, Partner, New York, NY

“This seminar was incredibly helpful.  I am excited about the information presented and the unleashed potential that will be transformative for my practice. - Aimee, Business Estate Planning, Partner, Washington, DC

“An awesome program.  Stephen has developed ground breaking, state of the art techniques to grow a practice.  I’ll definitely be back.”- James, Litigation, Partner, New York City, NY

There is one more Rainmaker Retreat session scheduled for this year – Dec. 6 & 7 in Los Angeles.  We have also scheduled the first session for 2014 for Jan. 24-25 in Las Vegas. 

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Online Seminar:  Develop Your Law Firm Marketing Plan

When business slows down over the holidays, it’s the perfect time to start planning for how to make next year your most profitable ever.

And you can start this planning process by joining Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Plan, where you will learn...

  • A proven legal marketing system that has helped 10,000 attorneys convert more prospects into paying clients.
  • Step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.
  • Effective strategies to win clients in today's hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client 
  • Why your firm is not getting more referrals and how to change it
 
  • How to select the right marketing tools that will work for your practice and personality
 
  • Effective online and offline marketing strategies
 
  • How to create a financial plan to fund your marketing budget
 
  • The 5 critical components of a Marketing Action Plan (MAP)
 
  • 4 ways to create a unique competitive advantage
 
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.

4 Sources of Inspiration for Your Blog Posts

Although the average person may find it hard to believe any lawyer would have a hard time finding something to say, this is definitely not the case for anyone who blogs – lawyers included.

At our two-day legal marketing seminar, The Rainmaker Retreat, I see many attorneys get excited once they truly understand the benefits of blogging.  But most have the same stumbling block:  what to say.

Here are four sources of information you can use to get inspired for writing blog posts:

Internet searches and alerts.  Do a search for your area of practice on Google News and you will get a ton of the latest articles on what is happening worldwide.  Set an alert to notify you by email or RSS feed when new articles appear.  Do the same on the Google Blogs search and you’ll see what other attorneys in your field are blogging about – just be sure to borrow ideas, not the actual content.

News feeds.  Google no longer has a news feed function, but there are several services that do for free.  One of the most popular is Feedly.com – there’s also Newsvibe, NewsBlur and DiggReader.  These are content aggregators that allow you to get feeds from news sources and other blogs.  They serve up a headline and a little bit of text, which makes scanning them quickly easy.

Hashtags:  Hashtags (#) used to be just for Twitter, but they have become popular on all the social media networks – Facebook, LinkedIn, Google+ -- and allow you to learn what is being said in real time in your practice area.

Your content.  Repurposing content is common so look at any past articles, press releases or other content you have published for blog ideas.  Review some of your past posts to see if there is an idea you can expand upon or update.

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FREE REPORT:  8 Reasons Small Firms & Solos Should Publish an E-newsletter PLUS 3 Steps to Get Started

In less than a few hours a month, you can produce an effective electronic newsletter, also known as an “E-newsletter.”

An E-newsletter is a customized electronic newsletter that is commonly used in business, but rarely in the field of law. If you are truly interested in the long-term success and sustainability of your practice, you need to learn how to leverage technology and the Internet to build it.

Here’s what you’ll discover when you read this report:

  • The cost benefits of an e-newsletter
  • How to incorporate your e-newsletter with your social networking
  • How an e-newsletter supports your marketing efforts
  • How to get started right away with your e-newsletter
  • And much, much more!

To get your free report now, click here.

 

 

 

How to Use LinkedIn Groups to Market Your Law Firm

LawMarketing.com Editor in Chief Cindy Greenway recently interviewed Chris Dreyer of AttorneyRankings.org, who shared several tips on how attorneys can use LinkedIn groups to market their practices:

To obtain even more legal marketing strategies for your law firm, tune in this Thursday, Nov. 14, at 1 p.m. ET/10 a.m. PT as LawMarketing.com presents this highly informative online seminar:

Secrets of Effective Legal Marketing: How to Cut Through the Hype and Implement Timeless Strategies For Your Firm That Will Bring Proven and Measurable Results for 2014

Join Laura Lee Sparks of Legal Marketing Mavenand LawMarketing.com Editor-in-Chief Cindy Greenway as they tell you:

  • Why your website may be a dud and isn’t generating new business
  • How to get the media interested in what you have to share
  • How to stay “top-of-mind” so that you are the lawyer your prospects and referral sources think of when they or their clients need you
  • The real deal when it comes to getting ranked on the first page of search engines
  • What the 3 R’s of every successful marketing plan are and how to easily implement them and get them running on autopilot in your firm.

You can register online now using this link: Secrets of Effective Legal Marketing

Invite your associates and staff members to attend this training and learn what it takes to develop a consistent marketing plan that attracts better quality clients, produces more referrals and positions you to meet or exceed your financial goals in 2014.

 

 

 

Legal Marketing Seminar Coming to New York City on Nov. 15-16

The Rainmaker Retreat, a two-day law firm marketing seminar led by Stephen Fairley, a nationally recognized law firm marketing expert and CEO of The Rainmaker Institute, will be held Nov. 15-16, at the Hilton Manhattan East in New York City.

The Rainmaker Institute is the nation's largest law firm marketing company specializing in lead conversion for small to mid-sized law firms. Over 10,000 attorneys nationwide have benefited from learning and implementing the proven marketing and lead conversion strategies taught by The Rainmaker Institute. 

“It's clear that Stephen really understands this business and is passionate about helping attorneys build their business,” said Fresno criminal attorney Jeffrey Hammerschmidt of Hammerschmidt Broughton, who attended a Rainmaker Retreat two years ago. “The things that I've learned have been invaluable. One of the things in particular was related to how I structure the firm, and I would say learning that was worth $150,000 or more in how I've handled my business.”

Each Rainmaker Retreat session focuses on the unique problems facing small law firms and attorneys in mid-sized practices, providing advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

“The majority of our clients are firms with 2 to 25 attorneys in the firm. Cash flow is a major factor in almost all their decisions,” said Fairley.  “At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost strategies, how to leverage technology to attract and follow up with prospects, ways to generate more referrals from former clients, and low cost tools and methods to better manage their business development efforts.”

The NYC Rainmaker Retreat is open to all attorneys and law firm staff and will be held all day Friday and Saturday, Nov. 15-16, 2013.

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Online Seminar:  Develop Your Law Firm Marketing Plan

When business slows down over the holidays, it’s the perfect time to start planning for how to make next year your most profitable ever.

And you can start this planning process by joining Stephen Fairley for a free 60-minute legal marketing webinar: Develop Your Law Firm Marketing Plan, where you will learn...

  • A proven legal marketing system that has helped 10,000 attorneys convert more prospects into paying clients.
  • Step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.
  • Effective strategies to win clients in today's hyper-competitive online focused marketplace.

Creating a marketing plan for your law firm is the first step in building a foundation for a profitable future.  During this complimentary webinar, learn:

  • How to target market to get your ideal client 
  • Why your firm is not getting more referrals and how to change it
 
  • How to select the right marketing tools that will work for your practice and personality
 
  • Effective online and offline marketing strategies
 
  • How to create a financial plan to fund your marketing budget
 
  • The 5 critical components of a Marketing Action Plan (MAP)
 
  • 4 ways to create a unique competitive advantage
 
  • What is critical to have in place for today’s hyper-competitive online focused marketplace

Stephen will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues.

There are several sessions of this free webinar scheduled; you can choose what works best for you from the drop-down menu when you click on the following link to register online for our FREE Develop Your Law Firm Marketing Plan online seminar.

 

 

 

Nov. 14 Don't-Miss Webinar: Secrets of Effective Legal Marketing

Have you ever found yourself saying something like:

“Online marketing doesn’t work!”

“Facebook is no place for a serious professional.”

“My practice area is boring and the media has no reason to speak to me.”

“Direct mail marketing is dead.”

Then you need to tune in next Thursday, Nov. 14, at 1 p.m. ET/10 a.m. PT as LawMarketing.com presents this highly informative online seminar:

Secrets of Effective Legal Marketing: How to Cut Through the Hype and Implement Timeless Strategies For Your Firm That Will Bring Proven and Measurable Results for 2014

Join Laura Lee Sparks of Legal Marketing Maven and LawMarketing.com Editor-in-Chief Cindy Greenway as they tell you:

  • Why your website may be a dud and isn’t generating new business
  • How to get the media interested in what you have to share
  • How to stay “top-of-mind” so that you are the lawyer your prospects and referral sources think of when they or their clients need you
  • The real deal when it comes to getting ranked on the first page of search engines
  • What the 3 R’s of every successful marketing plan are and how to easily implement them and get them running on autopilot in your firm.

You can register online now using this link: Secrets of Effective Legal Marketing

Invite your associates and staff members to attend this training and learn what it takes to develop a consistent marketing plan that attracts better quality clients, produces more referrals and positions you to meet or exceed your financial goals in 2014.

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New Free Report: How to Position Yourself as A Specialist, Not a Generalist

If you are taking every piece of legal business that comes your way with no regard for developing a specialization, you are killing your business.

Why?

Being a generalist makes it much harder to get referrals. If you are a generalist, other attorneys who might otherwise send referrals your way see you as a competitor!

When someone has a referral to give, they want to give it to someone who specializes in the kind of problem or situation that the referral needs. You want to specialize because it creates more credibility and more loyalty.

Here’s what you’ll discover when you read this report:

  • 4 ways to position yourself as a specialist
  • Benefits of specializing
  • What to do about cases that don’t fit in your specialty
  • How other attorneys have successfully specialized
  • …And much, much more!

Click here now to receive the latest free report in our 4 Keys to Becoming a Recognized Expert in 180 Days series: The 4th Key-Position Yourself as A Specialist, Not a Generalist.

 

 

 

 

Legal Marketing Seminar Coming to Chicago on Oct. 25-26

The Rainmaker Retreat, a two-day law firm marketing seminar that focuses on the unique problems facing small law firms and attorneys in mid-sized practices, will be held Oct. 25-26, at the Sheraton Chicago Hotel & Towers.

Each Rainmaker Retreat session focuses on the unique problems facing small law firms and attorneys in mid-sized practices, providing advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

“The cost of doing nothing will absolutely kill you in 2013,” said California employment attorney Nick De Blouw of Blumenthal, Nordrehaug & Bhowmik. “Attending a Rainmaker Retreat and then following that up by working with the Rainmaker Institute gave us the opportunity to put our resources where we needed them, and we rely on their services to make sure that we are building our presence to where we want it to be.”

At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost strategies, how to leverage technology to attract and follow up with prospects, ways to generate more referrals from former clients, and low cost tools and methods to better manage their business development efforts.

The Chicago Rainmaker Retreat is open to all attorneys and law firm staff and will be held all day Friday and Saturday, Oct. 25-26. Attendees will receive 7.25 hours in IL MCLE credits. 

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

 

Need Ideas for Your Legal Blog? Here's a Bunch

If there is one thing I hear over and over again from attorneys when it comes to blogging, it’s this:   “What do I blog about?” 

The reason to have a blog is to establish your authority as an expert in your field of practice. You must keep your target market in mind at all times when writing a blog – it needs to be about topics your clients and prospects are interested in, providing good in-depth information on each topic (now more important than ever for SEO) that they can’t find anywhere else.

Still, the creative juices do run dry at times. Which is why it’s so great that the LexisNexis Law Marketing blog has started highlighting monthly events, anniversaries, holidays and observances that have a legal connection.

Here is their list for October/November, categorized by practice area:

Civil Rights Law:

  • October is National Disability Employment Awareness Month
  • October is Gay and Lesbian History Month
  • Oct. 14: Native American Day
  • Oct. 17: United Nations' International Day for the Eradication of Poverty
  • Oct. 20-26: Freedom from Bullies Week
  • Oct. 21-27: Freedom of Speech Week
  • November is National American Indian Heritage Month

Corporate Law:

  • October is National Crime Prevention Month
  • October is National Cyber Security Month
  • October is National Disability Employment Awareness Month
  • Oct. 16: National Boss's Day
  • Oct. 16: Support Your Local Chamber of Commerce Day
  • Nov. 3-9: International Fraud Awareness Week

Education Law:

  • October is National Bullying Prevention Month
  • Oct. 20-26: Freedom from Bullies Week
  • Oct. 21-25: National School Bus Safety Week

Elder Law:

  • October is Health Literacy Month
  • October is Long-Term Care Planning Month
  • October is National Organize Your Medical Information Month
  • Oct. 15: Medicare open enrollment begins
  • Oct. 20-26: National Save for Retirement Week
  • November is National Alzheimer's Disease Awareness Month
  • November is National Family Caregivers Month
  • November is National Home Care and Hospice Month
  • November is National Long-Term Care Awareness Month
  • Nov. 1-7: National Patient Accessibility Week

Environmental Law:

  • Oct. 18: Forty-first anniversary of the passing of the Water Pollution Control Act

Estate Planning:

  • October is Long-Term Care Planning Month
  • Oct. 20-26: National Save for Retirement Week
  • November is National Alzheimer's Disease Awareness Month

Family Law:

  • October is Antidepressant Death Awareness Month
  • October is Breast Cancer Awareness Month
  • October is Domestic Violence Awareness Month
  • October is Gay and Lesbian History Month
  • October is National Bullying Prevention Month
  • October is National Organize Your Medical Information Month
  • Oct. 17: Get Smart About Credit Day
  • November is Military Family Appreciation Month
  • November is National Adoption Month
  • November is National Alzheimer's Disease Awareness Month
  • November is National Family Caregivers Month
  • Nov. 1: National Family Literacy Day

Health Care Law:

  • October is Antidepressant Death Awareness Month
  • October is Breast Cancer Awareness Month
  • October is Health Literacy Month
  • October is Long-Term Care Planning Month
  • October is National Organize Your Medical Information Month
  • Oct. 15: Medicare open enrollment begins
  • Oct. 17-24: Food and Drug Interaction Education and Awareness Week
  • Oct. 24-31: Prescription Errors Education and Awareness Week
  • November is National Home Care and Hospice Month
  • November is National Long-Term Care Awareness Month
  • Nov. 1-7: National Patient Accessibility Week

Insurance Law:

  • October is National Crime Prevention Month

Intellectual Property Law:

  • Oct. 29: 44th anniversary of the creation of the Internet

Labor Law:

  • October is National Disability Employment Awareness Month
  • Oct. 16: National Boss's Day

Personal Injury Law:

  • October is Antidepressant Death Awareness Month
  • Oct. 21-25: National School Bus Safety Week
  • Oct. 24-31: Prescription Errors Education and Awareness Week

Real Estate Law:

  • October is National Crime Prevention Month

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Oct. 17 Online Seminar: 5 Low Cost & No Cost Strategies to Transform Your Law Firm

Have you ever failed to use a business growth strategy because you thought it would be too expensive or time consuming?

Are you ready to learn proven strategies that can significantly increase your referrals?

Are you tired of watching your cash flow stagnate or drop month after month?

Join us for this 60 minute webinar on Thursday, Oct. 17, 2013 at 2 p.m. ET/11 a.m. PT, where we will deep dive into 5 low or no cost marketing strategies specifically for attorneys looking to build and maintain a lifestyle law firm.

You will discover simple and effective ways to:

  • Convert more prospects into paying clients
  • Enhance the client experience in order to build loyalty and referral sources
  • Use third party credibility in a way that compels prospects to hire you
  • Drive more website visitors to take action and call you
  • Implement follow up strategies to stay in contact with your prospects until they hire you

If the timing of this online seminar doesn’t work for you, don’t worry – go ahead and register online and you will receive a recording of the full online seminar so you can listen and learn at your convenience.

Click here to register online now for the 5 Low Cost & No Cost Strategies to Transform Your Law Firm online seminar on Thursday, Oct. 17 at 2 p.m. ET/11 a.m. PT.

 

Oct. 17 Online Seminar: 5 Low Cost & No Cost Strategies to Transform Your Law Firm

Have you ever failed to use a business growth strategy because you thought it would be too expensive or time consuming?

Are you ready to learn proven strategies that can significantly increase your referrals?

Are you tired of watching your cash flow stagnate or drop month after month?

Join us for this 60 minute webinar on Thursday, Oct. 17, 2013 at 2 p.m. ET/11 a.m. PT, where we will deep dive into 5 low or no cost marketing strategies specifically for attorneys looking to build and maintain a lifestyle law firm.

You will discover simple and effective ways to:

  • Convert more prospects into paying clients
  • Enhance the client experience in order to build loyalty and referral sources
  • Use third party credibility in a way that compels prospects to hire you
  • Drive more website visitors to take action and call you
  • Implement follow up strategies to stay in contact with your prospects until they hire you

If the timing of this online seminar doesn’t work for you, don’t worry – go ahead and register online and you will receive a recording of the full online seminar so you can listen and learn at your convenience.

Click here to register online now for the 5 Low Cost & No Cost Strategies to Transform Your Law Firm online seminar on Thursday, Oct. 17 at 2 p.m. ET/11 a.m. PT.

 

Oct. 17 Online Seminar: 5 Low Cost & No Cost Strategies to Transform Your Law Firm

Have you ever failed to use a business growth strategy because you thought it would be too expensive or time consuming?

Are you ready to learn proven strategies that can significantly increase your referrals?

Are you tired of watching your cash flow stagnate or drop month after month?

Join us for this 60 minute webinar on Thursday, Oct. 17, 2013 at 2 p.m. ET/11 a.m. PT, where we will deep dive into 5 low or no cost marketing strategies specifically for attorneys looking to build and maintain a lifestyle law firm.

You will discover simple and effective ways to:

  • Convert more prospects into paying clients
  • Enhance the client experience in order to build loyalty and referral sources
  • Use third party credibility in a way that compels prospects to hire you
  • Drive more website visitors to take action and call you
  • Implement follow up strategies to stay in contact with your prospects until they hire you

If the timing of this online seminar doesn’t work for you, don’t worry – go ahead and register online and you will receive a recording of the full online seminar so you can listen and learn at your convenience.

Click here to register online now for the 5 Low Cost & No Cost Strategies to Transform Your Law Firm online seminar on Thursday, Oct. 17 at 2 p.m. ET/11 a.m. PT.

 

5 Ways to Turn Leads Into Appointments

I’m still in Chicago today, making my second presentation during the Illinois State Bar Small and Solo Conference in a few hours.  

Today, I will be speaking on 5 Proven Ways to Renew, Restore, and Revive Your Practice…Starting Monday. My talk is centered around lead generation, lead conversion and client retention – all critical disciplines for the successful law firm marketer.

One of the things I’ll be sharing today is 5 ways to turn leads into more appointments; here’s the scoop:

1. Institute a 5-minute follow-up rule.

2. Never make an attorney responsible for follow-up!

3. Train a staff person to handle the leads at first. When you get over 30-50 leads per month, hire a dedicated person.

4. Give the staff person a performance bonus to set appointments that show up.

5. Call a minimum of 5-7 times before giving up.

If you dedicate yourself and your staff to following these 5 steps, you will see a much greater return on your investment in lead generation by increasing your conversions significantly.

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How to Overcome the 5 Biggest Objections Attorneys Hear

Your price is too high! I can’t afford that.”

“Why should I hire you? I think I can handle this by myself.”

Have you heard any of these objections lately?

How did you respond?

What are the most effective ways to overcome these objections?

How do top Rainmakers reply?

If you’re like many attorneys you hear these objections every day…yet you aren’t sure your responses are effective. We can help you change that!

Over the course of this pre-recorded 60-minute webinar you will discover:

  • The top 5 biggest objections attorneys hear and how to overcome them
  • An easy 2-step process to effectively turn a “No” into a “Yes”
  • How to answer the question, “Why should I hire you?”
  • The #1 reason you are not converting more prospects into paying clients
  • How to get past “price” and uncover the prospect’s true objection

Click on this link to access the How to Overcome the 5 Biggest Objections Attorneys Hear webinar now.

 

Legal Marketing Strategies in a Social Media World

I’m in Chicago today and tomorrow, making two presentations during the Illinois State Bar Small and Solo Conference. 

In a couple of hours, I will be speaking on Law Firm Marketing Strategies in a Social Media World: Connecting with Clients, Prospects and Referral Sources on LinkedIn and FacebookOne of the tips I will be sharing with the group is a relatively new LinkedIn feature called InMaps which offers a visual representation of what your LinkedIn networks look like.

InMaps can show how your LinkedIn connections form groups, displaying very clearly how your connections are related to one another. Not only is this a great way to understand the relationships between you and all your LinkedIn connections, it will help you identify links within your professional associations you were not aware of, giving you the opportunity to expand your connections.

InMaps is very easy to use; simply visit the InMaps website (http://inmaps.linkedinlabs.com) and grant it permission to connect to your LinkedIn account. InMaps will sort through your contacts and present you with a map of your affiliations. You will see different clusters of closely linked colleagues, and classmates and friends will appear as similarly colored groups. For example, the names of law school classmates may be in red, people in another group may be in green, etc.

Within these groups, contacts whose names appear larger represent those who have the largest number of connections within the cluster, so by clicking on a contact within any circle, you can see their profile and how they are connected to your other contacts!

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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.

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

 

What Can You Take Away from the Rainmaker Retreat?

You never know exactly what will resonate for each attorney who attends a Rainmaker Retreat, our two-day law firm marketing seminar, but you can be sure that each and every one of them will take away something they can put to use right away in their legal practice.

For example, for Christine Wilton, a Lakewood, CA bankruptcy attorney at Law Office of Christine A. Wilton, it was all about learning how to follow up:

 

For Bill Umansky, a Orlando, FL criminal defense attorney at The Umansky Law Firm, it was learning how to micromanage the client experience:

Whatever you learn at a Rainmaker Retreat will help you transform your practice. We have three more sessions in 2013:

Oct. 25-26: Chicago, IL (worth 7.25 IL MCLE credits)

Nov. 15-15: New York City

Dec. 6-7: Los Angeles, CA

You can get more information and register online for any of these sessions at RainmakerRetreat.com or by calling 888-588-5891.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

Law Firm Compensation Study Finds Female Equity Partners Earn Less

I hate to say it, but it will probably come as no great surprise that a recent Compensation in Law Firms study from Keshet Consulting found that female equity partners are compensated less for the same billable hours and business origination as male equity partners.

The study, originally launched in 2010, surveyed a fairly equal number of male and female equity partners, non-equity partners and associates in both large (31-200 lawyers) and small (1-30 lawyers) firms.

From the executive summary of the report:

Our findings show that compensation is gender based with male equity partners receiving more compensation than women equity partners do. This fact is true when female and male equity partners bill the same number of hours, generate the same levels of origination, have the same level of law firm tenure and work in the same size law firms. The levels of compensation differences increase with the more women increase their billable hours and origination, the higher the tenure and for those who work in larger law firms.

The report goes on to explore the “why” and finds that “institutionalized discrimination” is the major factor in compensation differences between the sexes. It notes that compensation committees in law firms tend to be highly segregated by gender, race and ethnicity, with white males dominating those organizations. 

To download a free copy of this report, visit keshetconsulting.com.

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Free Teleseminar Oct. 3: 10 Secrets to Developing Client Loyalty

Do you know that there is a significant difference between client loyalty and client satisfaction?

Just because a client is satisfied does not necessarily mean that they will be loyal to you over the years.  A loyal client consists of the following:

  • Overall satisfaction of doing business with your law firm
  • Willingness to build a relationship with you and your company
  • Willingness to be a repeat client
  • Willingness to recommend you to others
  • Reluctance to switch to another law firm

PILMMA president and founder Ken Hardison knows just how to keep a client both satisfied and loyal.  On Thursday, October 3rd at 1 pm ET (10 am PT), Ken will share the 10 rules you and your staff should follow in order to achieve client loyalty.

Click on the following link to register for this free LawMarketing.com teleseminar: 10 Secrets to Developing Client Loyalty.  Everyone who registers will also receive an audio recording of the live session.

 

Learning How to Sacrifice Sacred Cows at a Rainmaker Retreat

You have all heard the old adage "If you do what you've always done, you'll get what you've always gotten."  If you find your practice stagnating, maybe it’s time to think about sacrificing some of your "sacred cows" and replacing them with better alternatives.

Creative thinking involves breaking out of one pattern in order to create a new one.  All too often, we become ensnared by this familiar phenomenon:

We make rules based on reasons that make a lot of sense.

We follow these rules.

Time passes and things change.

The original reasons for the rules may no longer exist, but because the rules are still in place, we continue to follow them.

Ask yourself these challenging questions: 

  • What parts of your practice make the most profit?
  • Should you expand your practice areas or get rid of one?
  • How price-sensitive is your target market?
  • How can you structure payments to better fit the new financial realities in our economy?
  • Should you really hire another associate or paralegal or could you outsource it to a part-time contractor for half the price?

Start by making at least one change in your practice that makes sense. I am in San Francisco today at our Rainmaker Retreat, a practice-changing event for attorneys who have identified a need to learn proven marketing and lead conversion strategies to lift their practices to new heights.

If you want to identify and rectify those areas that no longer serve your best interest or your bottom line, attend one of our upcoming Rainmaker Retreats:

  • Oct. 25-26: Chicago, IL
  • Nov. 15-15: New York City
  • Dec. 6-7: Los Angeles, CA

For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

Sign Up Now for ATLAS Lawyers Seminar Sept. 25-27 in Fort Lauderdale

I will be a featured speaker at the ATLAS Lawyers Become Limitless: Legal Marketing and Management Seminar on September 25-27, 2013 at the W Hotel in Fort Lauderdale, Florida.

Founded in 2008, ATLAS Lawyers brings practicing lawyers together to discuss not only how to get business but how to handle the work. ATLAS brings some of the most forward-thinking speakers to educate attorneys and law firm staff on how to best market a legal practice, more effectively manage employees, cutting-edge topics for small law firms, and other critical facets of the business of practicing law.

The group has no membership fees, and the only charge to attend our seminars is the cost of your meals. If you are not satisfied or your questions are not answered, they will give you back your money guaranteed! 

“Our goal is for you to meet with other attorneys who are constantly striving to improve their law practice,” says ATLAS founder J. Christopher Munley, the managing partner of leading Pennsylvania personal injury law firm Munley Law. “We want you to pick up tips from others and share your own secrets to success so that everyone in attendance can go home and grow their practice. At every one of our seminars, our attendees leave feeling energized and excited about the possibilities for developing their client pool and improving their practice structure.”

I will speak on 5 Ways to Leverage the Power of Blogging and Social Media to Get More Referrals and Generate More Leads, where I will share with seminar attendees:

  • The 3 biggest mistakes attorneys make when it comes to blogging and social media
  • The secrets of blogging that make it work
  • What it really takes to generate leads from your blog
  • How to integrate social media into your content marketing efforts
  • How to use the Rainmaker Social Media Blueprint™
  • Best practices top attorneys are using
  • Driving targeted traffic to your blog & website using social media

To register for the ATLAS Lawyers seminar, visit www.atlaslawyers.com/reg-attendees.html.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Learn to Harness the Power of Video at LexisNexis Webinar on Sept. 25

Every month, 75 million people watch online videos. When consumers want an engaging visual experience, they turn to video. Video is expressive and allows for a real connection. It’s a vehicle for showcasing your law firm’s personality and credibility to potential clients, and a complement to your overall marketing strategy.



In this complimentary one-hour webinar presented by LexisNexis® Martindale-Hubbell® you’ll learn best practices for creating and sharing your own law firm video.

How can your firm benefit from a video? Videos can:


  • Demonstrate your credibility and personality

  • Help attract new clients and grow your business

  • Deliver return-on-investment within a flexible budget 



Join presenters Larry Bodine, Editor-in-Chief of Lawyers.com and martindale.com, and Samantha Miller, Vice President of Product for LexisNexis® Web Visibility Solutions, who will teach you:

  • The value of video for your law firm

  • Why video speaks volumes in attracting clients

  • How to create a law firm video

  • Which videos make the most impact with consumers

  • Video social sharing (YouTube®, Vimeo®, etc.)



Click here to register online for this complimentary LexisNexis webinar, Harness the Power of Video for Your Law Firm.

 

Legal Marketing Seminar Coming to San Francisco on Sept. 20-21

The Rainmaker Retreat, a two-day law firm marketing seminar led by Stephen Fairley, a nationally recognized law firm marketing expert and CEO of The Rainmaker Institute, will be held September 20-21, 2013, at the Embassy Suites San Francisco Airport-Waterfront in Burlingame, CA.

The Rainmaker Institute is the nation's largest law firm marketing company specializing in lead conversion for small to mid-sized law firms. Over 10,000 attorneys nationwide have benefited from learning and implementing the proven marketing and lead conversion strategies taught by The Rainmaker Institute. 

“I attended the Retreat in 2009 and the techniques I implemented transformed my practice,” said Raffy Boulgourjian, a Glendale, Calif., real estate and bankruptcy attorney. “I returned last year for updates and wasn’t disappointed. If you want completely substantive, cutting edge marketing knowledge for your law firm, this is the seminar to attend!”

Each Rainmaker Retreat session focuses on the unique problems facing small law firms and attorneys in mid-sized practices, providing advanced hands-on training for lead generation, legal marketing automation, and Internet and social media marketing strategies specifically designed to help attorneys generate more and better referrals for their law firm, and convert more prospects into paying clients.

“The majority of our clients are firms with 2 to 25 attorneys in the firm. Cash flow is a major factor in almost all their decisions,” said Fairley. “At each Rainmaker Retreat, we dive deep into how to market your law firm using 65 proven low cost and no cost strategies, how to leverage technology to attract and follow up with prospects, ways to generate more referrals from former clients, and low cost tools and methods to better manage their business development efforts.”

The San Francisco Rainmaker Retreat is open to all attorneys and law firm staff and will be held all day Friday and Saturday, September 20-21. For more information and to register online, visit www.RainmakerRetreat.com or call 888-588-5891.

 

Sept. 18 Online Seminar: 6 Powerful Steps to Find More Clients & Close More Business

Every prospect you encounter goes through an internal decision making process before they decide to hire you.

You can either be a passive participant in this process (and lose them to a competitor) or you can become a guide and lead them through the logical process of earning their business and closing the deal.

Consciously taking the prospect through a powerful 6-step process can systematically lead them to decide that hiring you is the best choice they can make.

Join us on Thursday, Sept. 18 at 2 p.m. ET/11 a.m. PT for this powerful webinar where you will discover:

  • A 6-step process to generate more revenue and referrals
  • How to identify your perfect clients
  • Ways to better position your services in a compelling way that demands higher fees than your competitors
  • When and how to get testimonials and how to use them effectively
  • 3 bulletproof closing techniques

If the timing of this webinar doesn’t work for you, don’t worry – go ahead and register online and you will receive a recording of the full online seminar so you can listen and learn at your convenience.

Click here to register online now for the 6 Powerful Steps to Find More Clients & Close More Business online seminar on Thursday, Sept. 18 at 2 p.m. ET/11 a.m. PT.

 

Sept. 12 LawMarketing.com Webinar: 5 Must-Haves Your Website Needs to Convert Visitors to Prospects

Are you aware that you have all of 6 seconds to connect and make an impression with a visitor to your website? Although attorneys as a group are historically slow to adapt to new technologies, I’d venture to say just about every lawyer today has a website.

But is your website working for you or against you?

Join Cindy Greenway, editor in chief at LawMarketing.com, and Tanner Jones, marketing director for Consultwebs.com, for a free webinar next Thursday, Sept. 12 at 1 p.m. ET/10 a.m. PT on 5 Must Haves For Your Website Conversion Tool Kit.

During this complimentary webinar, you will learn:

  • Five top items you MUST have on your website to convert visitors to prospects
  • How to design for human eyes:  ensuring you are approachable
  • Proven ways to maximize your website conversions
  • Which data is worth tracking and how it impacts your bottom line
  • The top conversion tools that are critical for today's Web browsers

If the timing of this webinar doesn’t work for you, don’t worry – go ahead and register online and you will receive an audio recording of the full webinar so you can listen and learn at your convenience.

Click here to register online now for the 5 Must Haves For Your Website Conversion Tool Kit webinar on Thursday, Sept. 12 at 1 p.m. ET/10 a.m. PT, compliments of LawMarketing.com.

 

Differentiate or Die: Learn How to Separate Yourself From the Herd at a Rainmaker Retreat

Have you ever been shopped on price? Most attorneys would say yes. But would it surprise you to learn that it’s really not about the money?

Consumers are confused about the legal marketplace and are looking for ways to determine differences between what appears to them to be a sea of lawyers all offering the same services, marketing to them in the same way.

Learning to differentiate your practice is one of the many law firm marketing strategies you will learn when you attend a Rainmaker Retreat. Here’s a quick overview:

We have four more Rainmaker Retreat sessions scheduled for this year:

Sept. 20-21, 2013: San Francisco, CA

Oct. 25-26, 2013: Chicago, IL

Nov. 15-16, 2013: New York City

Dec. 6-7, 2013: Los Angeles, CA

You can get more information and register online for any of these sessions at RainmakerRetreat.com or by calling 888-588-5891.

 

Join Me Tomorrow for Free Avvo Webinar on Top 5 Strategies to Drive Traffic & Generate Leads from Social Media

Tomorrow – Thursday, Sept. 5, 2012 – I will be leading an Avvo webinar on the Top 5 Strategies to Drive Traffic & Generate Leads from Social Media. The live webinar, sponsored by Avvo at no cost to attorneys, is scheduled for 1 p.m. ET/10 a.m. PT.

Social media is the fastest growing marketing strategy top attorneys are using to develop new business.

  • Over 75% of adults with Internet access have already joined Facebook.
  • 50% of small law firms with a blog have already generated clients from it.
  • LinkedIn recently announced they have over 225 million active members.
  • 56% of consumers who search for an attorney use social media.

The question is why do many attorneys not get the results they anticipate when using social media? We have found there are three major reasons: they don’t have a realistic game plan; they don’t implement consistently; and they expect instant results.

In this fast-paced legal marketing webinar, I will cover which practice areas benefit most from social media, how to understand risks of using social media and share actual case studies and real world examples of how top law firms use social media.

Lawyers who attend this webinar will learn:

  • The six major social media tools every lawyers must use.
  • 8 steps to jumpstart your referral efforts on LinkedIn.
  • Unbelievable ways to target your exact perfect client on Facebook.
  • Measuring the return on investment of social media.
  • The Rainmaker Social Media Blueprint: A How To Guide for Marketing Your Law Firm on Social Media.

Click on the following link now to register for tomorrow’s free Avvo webinar -- Top 5 Strategies to Drive Traffic & Generate Leads from Social Media -- at 1 p.m. ET/10 a.m. PT.

 

An Aha! Moment at the Rainmaker Retreat

Spencer White is a family law attorney in Eagan, MN and came a long way to attend our Rainmaker Retreat in Las Vegas last weekend. 

Like many attorneys, Spencer has found it difficult to balance a busy practice with the marketing he knows he needs to do for his firm. He came to a Rainmaker Retreat in hopes of being able to find the right balance and prioritize his marketing based on what has the potential to deliver the most leads for his family law practice.

He had an “Aha! Moment” during the Retreat; he shares that here:

If you’re still waiting for your law firm marketing “Aha! Moment”, you should attend an upcoming Rainmaker Retreat; here are the dates:

                  Sept. 20-21: San Francisco, CA

                  Oct. 25-26: Chicago, IL

                  Nov. 15-15: New York City

                  Dec. 6-7: Los Angeles, CA

You can get more information and register online for any of these sessions at RainmakerRetreat.com.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

3 Steps to Building Lasting Client Relationships

The explosion of social media marketing has enabled law firms of all sizes to create more targeted and regular communications than ever with clients and prospects. While some firms have mastered the art, many are still struggling with ways to harness the power of social media to engage with clients.

However, what they may not realize is that the key to building connections with clients online is to start offline, taking your daily interactions with clients and building on them using social media and online marketing tools. Here’s how:

1. Create compelling client experiences. When you give outstanding client service, clients return and tell others about you.

2. Use email to connect directly with clients. After you’ve established an offline relationship, deepen it through consistent, relevant email marketing messages. Provide a useful monthly newsletter, and always offer them a way to opt-out.

3. Extend the conversation through social media. Take your relationship to the next level by engaging your contacts through social media, thereby extending your conversation to your client’s network of friends and family. 

The primary reason that social and online media can be so effective for law firms is because it is simply speeding up the traditional one-on-one relationship that marketers seek to have with customers. Since it is so targeted, your time and money is put to much more effective use in making those authentic connections that translate into retainers.

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NEW Free Report: How Attorneys Can Make the Most of LinkedIn

With over 238 million members in over 200 countries, LinkedIn has quickly become THE ‘go to’ business-to-business directory and the most popular social networking platform dedicated to professional business development.

To ignore it is the proverbial equivalent of sticking your head in the sand.

Learning how to use LinkedIn to your biggest advantage takes time and effort, but it is time well spent.

If you are new to LinkedIn, it can be confusing, much like any new software that you need to learn to grow your business.

Here’s what you’ll discover when you read this report:

  • What LinkedIn can help you accomplish
  • Valuable LinkedIn features that can increase the power of your network
  • Smart ways top attorneys use LinkedIn
  • What your profile needs in order to be effective
  • How to make people want to know more about you
  • And much, much more!

Click here now to receive your free report on How Attorneys Can Make the Most of LinkedIn.

 

 

Aug. 22 Online Seminar: 5 Sure Fire Ways To Grow Your Law Firm's Clientele

As the owner or partner of a small law firm, you have a lot of responsibilities: finding new clients, handling consultations, doing great work, maintaining a high level of quality control, all while running a business.

The best way to consistently grow your practice is to put systems into place that can help you market and grow your law firm without requiring a lot of work on your part.

Join us on Thursday, Aug. 22 at 11 a.m. PT/2 p.m. ET for a one-hour information packed online seminar on the 5 Sure Fire Ways To Grow Your Law Firm’s Clientele, where you will discover:

  • The most powerful question you can ask a potential referral source
  • How to effectively use speaking, seminars, and presentations to get more leads and land more clients
  • How to utilize LinkedIn to build relationships with targeted referral sources
  • How to proactively stay in touch with current and former clients so you stay “top of mind”
  • A proven technique to start getting more repeat business from former clients

Register online now for the live, on-hour online seminar, 5 Sure Fire Ways To Grow Your Law Firm’s Clientele, on Thursday, Aug. 22 at 11 a.m. PT/2 p.m. ET.

Can’t make it at this time? Sign up anyway and receive a recording of the seminar to watch at your convenience.

 

Legal Marketing: What's a Waste of Your Time and What's Not

If there is one thing I know from my work over the years with more than 10,000 attorneys across the country, it’s that you have limited time to spend on marketing your law firm. So it’s critical that the choices you make in your marketing are ones that don’t waste your precious time.

Watch this short video where I explain what I think is a complete waste of your time:

What I believe is one of the best uses of your time is to spend two days at a Rainmaker Retreat, our law firm marketing intensive that will teach you about all the tools available to market your law firm effectively and which ones work best for your target market.

Here are the upcoming dates for 2013:

August 16-17: Las Vegas, NV

Sept. 20-21: San Francisco, CA

Oct. 25-26: Chicago, IL

Nov. 15-15: New York City

Dec. 6-7: Los Angeles, CA

You can get more information and register online for any of these sessions at RainmakerRetreat.com.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

How to Develop Your Unique Competitive Advantage

Today I am giving a live webinar sponsored by the Illinois Bar Association on business building strategies for attorneys – this webinar is available to everyone to watch at your convenience (see below for On Demand Seminar: The 5 Best Strategies to Beat Your Competition in 2013).

Before you begin implementing any marketing strategies, you need to develop a Unique Competitive Advantage that helps you communicate to prospects the reasons why they should buy from you. Because law firm is so competitive today, your law firm marketing strategy should plainly differentiate your company from your competitors.

To discover how to position yourself and your products and services to formulate your UCA, you need to find out:

  • The top 5 reasons why a prospect should buy from you versus your competition
  • Your competition’s weaknesses and how you can take advantage of them
  • Why you are the best choice for your prospective client
  • What you offer – exclusive products, better service, etc. – that prospects can’t get elsewhere
  • What attracts clients to your competitors
  • How you can find the best people possible to help you succeed

To create your Unique Competitive Advantage (UCA), you should focus on:

Benefits – what do you do better than your competitors?

Value – what value do you provide that others do not?

Results – what do you do that helps achieve better results for your clients?

Solutions – do you have unique solutions to a client’s problems?

Service – how would your clients describe the way they are treated?

Specialty – do you specialize in a service or product that your competitors do not?

Credibility – why are you a more credible resource than the competition?

Visibility – how do clients find you and are you leveraging all your opportunities for discovery?

When you develop a solid UCA, you obtain what you need to implement a sound law firm marketing strategy that tells a client why they should buy from you.

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On-Demand Seminar: The 5 Best Strategies to Beat Your Competition in 2013

Are you tired of seeing other attorneys land all the good clients?

Have you noticed how tough it’s become to market your law firm?

Are you ready to do something to make this a bigger & better year?

Knowing which legal marketing strategies are working in today’s economy gives you a huge advantage. Implementing the correct business development strategies allows you to spend less money and get better results faster!

Access this one-hour seminar on The 5 Best Strategies to Beat Your Competition in 2013 to discover:

  • Why you can’t afford to dismiss social media any longer (Google is forcing you to use it)
  • 3 major ways to triple your website traffic in the next 90 days
  • How to use online tools to generate more offline referrals
  • 3 keys all the best law firms are using to turn more website browsers into buyers
  • 2 critical numbers you must track every month to measure your success
  • Specific ways to jump-start your marketing efforts fast…even if you’ve stumbled before

Last year many of our clients experienced their best year ever! How is that possible when we are in the midst of the biggest recession our generation has ever faced?

It’s simple, they developed a game plan based on best practices and proven strategies and then they consistently took massive action! Notice I said it was “simple” not “easy.” The only “easy button” I have is sitting right beside my magic wand (I’ve found both of them work about the same).

There is no “easy” way to build a million dollar book of business, but if you’re willing to do the work we can show you the right path to take.

Click on this link now to access The 5 Best Strategies to Beat Your Competition in 2013 seminar.

 

 

July 18 Webinar: How to Overcome the 5 Biggest Objections Attorneys Hear

“Your price is too high! I can’t afford that.”

“Why should I hire you? I think I can handle this by myself.”

Have you heard any of these objections lately?

How did you respond?

What are the most effective ways to overcome these objections?

How do top Rainmakers reply?

If you’re like many attorneys, you hear these objections every day…yet you aren’t sure your responses are effective. We can help you change that!

Join us on Thursday, July 18 at 11 a.m. PT/2 p.m. ET for a live one-hour webinar on How to Overcome the 5 Biggest Objections Attorneys Hear, where you will discover:

  • The top 5 biggest objections attorneys hear and how to overcome them
  • An easy 2-step process to effectively turn a “No” into a “Yes”
  • How to answer the question, “Why should I hire you?”
  • The #1 reason you are not converting more prospects into paying clients
  • How to get past “price” and uncover the prospect’s true objection

Click on the following link now to register for the one-hour live webinar, How to Overcome the 5 Biggest Objections Attorneys Hear

Time doesn’t work for you? Register anyway and we’ll send you your own recording of the live webinar that you can watch at your leisure.

 

Join Me in San Diego July 26-27 for a Mid-Year Gut Check

Half the year is gone and it’s time to do a gut check on how you are either meeting or missing your financial goals for 2013. 

If your gut says you need to get going, then I urge you to join me on July 26-27 at the Rainmaker Retreat in San Diego, our two-day law firm marketing intensive that will send you back to your office with the tools you need to boost your referrals and get more prospects in the door.

Here’s what you get from each Rainmaker Retreat:

2 comprehensive days filled with specific strategies, powerful marketing tips, and real-world recommendations of how to fill your law practice.

70-page Law Firm Marketing Workbook: This workbook is filled with all of the ideas covered in the program, marketing steps to take, templates to use, letters you can adapt, dozens of valued resources, and a 90-day sample marketing plan.

Action Groups: Every attendee is assigned to an Action Group with 2-3 other attorneys who brainstorm practical solutions, discusses case studies, and work together during the entire Rainmaker Retreat.

Friday Night Social Hour: After the Friday program ends we all gather for a few hours of networking to help you practice your networking skills and work on building your referral base.

Laser Coaching Sessions: You will have the chance to be coached on a specific problem or question you have during the program. I am also available during lunch and all breaks for on-the-spot coaching sessions.

VIP Registration participants also receive the Becoming a Rainmaker 3 CD set, three business building seminars, a free return visit to any Rainmaker Retreat in the next year, a year’s free membership in the Rainmaker VIP Program, a $500 Rainmaker gift certificate you can apply toward the purchase of any Rainmaker CD, DVD, Coaching or Done for You service and two consultations with a Rainmaker Advisor.

If you can’t make it to San Diego, then sign up to attend another upcoming Rainmaker Retreat; here are the dates:

  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA
  • October 25-26, 2013 – Chicago, IL
  • November 15-16, 2013 – New York City
  • December 6-7, 2013 – Los Angeles, CA

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

 

Learn the Fastest Way to Financial Independence at a Rainmaker Retreat

Financial independence is something all business owners work for, no matter what type of business they are in. The ability to build a “lifestyle law firm” – one that enables you to do what you want, when you want to do it – is the key to financial independence for attorneys.

So how do you start building your own lifestyle law firm? By attending a Rainmaker Retreat.

And you don’t have to just take my word that it works:

“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)

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.” --Kevin Leckerman, Esq. (Criminal Defense Attorney)

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:

  • July 26-27, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA
  • October 25-26, 2013 – Chicago, IL
  • November 15-16, 2013 – New York City
  • December 6-7, 2013 – Los Angeles, CA

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

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungleseminar.

 

 

7 Ways a Rainmaker Retreat is Different From Every Other Legal Marketing Seminar

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.

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.

6. There is a Strong Focus on Return on Investment (ROI)! Everything about this workshop is focused on one goal—helping you achieve the best possible results by finding more and better clients in the least amount of time using the least amount of money possible!

For most attorneys, landing just 1 new client as a result of this workshop will more than pay for your attendance. But that’s not our goal! Our goal is to teach you how to gain dozens of new clients in the next 60-90 days.

Please note, ethically we cannot guarantee those kinds of results, but we work hard to provide you with all of the tools you will need to find more and better clients on a consistent basis. With that kind of Return on Investment, can you afford not to attend?

7. 100% Money Back Guarantee! 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.

Upcoming dates for our Rainmaker Retreat include:

  • July 26-27, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA
  • October 25-26, 2013 – Chicago, IL
  • November 15-16, 2013 – New York City
  • December 6-7, 2013 – Los Angeles, CA

Click on this link to register now for an upcoming Rainmaker Retreat or call 888-588-5891 for more information.

 

See Erin Brockovich (and Me!) at PILMMA Legal Marketing & Management Summit June 6-8

I will be at the Personal Injury Lawyers Marketing and Management Association (PILMMA) Legal Marketing & Management Summit on June 6-8 in Myrtle Beach, S.C., when I will be making a special presentation on Secrets of a Lead Conversion Specialist: Turning Browsers into Buyers & Prospects Into Paying Clients.

There are a host of other nationally renowned speakers who will be joining me for this three-day super summit, including:

Erin Brockovich is President of Brockovich Research & Consulting, and is currently involved in numerous environmental projects worldwide. Erin is a true American hero whose icon status and “stick-to-it-iveness” only fuels her determination to expose injustice and lend her voice to those who do not have one.

Jay Henderson began his corporate training career with the Covey Leadership Center, helping to launch Dr. Covey’s best-selling book, First Things First. He has helped many organizations implement Covey Leadership Training. He also is a certified instructor of Dr. Covey’s three internationally recognized leadership programs: Principle Centered Leadership, 7 Habits of Highly Effective People, and First Things First.

Josh King is Vice President of Business Development & General Counsel of Avvo. He is responsible for the company’s business development, finance, business operations and legal affairs. He is also a frequent writer and speaker on First Amendment, media and professional ethics issues. 

See the entire line-up of experts who will be presenting on law firm marketing and management strategies at this conference and visit the PILMMA website for more details.

You should also know about PILMMA’s 100% money-back guarantee – if, after the end of the Summit, your trip has not been worthwhile, PILMMA will refund 100% of your registration fee and up to $500 in documented travel expenses.

For those who are not already members of PILMMA, you will be able to attend this two-day summit and get three months of PILMMA Gold Membership rights at one all-inclusive rate. PILMMA members and non-members can register online -- simply click this link and learn how you can start growing your law firm faster than you ever imagined!

The Best Time to Market Your Law Firm

A post over on Lee Rosen’s Divorce Discourse blog the other day entitled The Risky Game of Needing a Client reminded me of my own mantra when it comes to legal marketing: the best time to market your law firm is when you don't “need” more clients!

The gist of Lee’s post is that one of the most dangerous times for a law practice is when you need a client. Those are the times when you tend to make decisions based solely on the money, which can wind up costing you big-time. We’ve all had the proverbial “client from hell” and if you think about it, they usually came to us when we were vulnerable financially. 

Instead of blaming the unreasonable guy who became your client from hell, the blame really lies with you. Just like the fable of the ant and the grasshopper, you didn’t store up any business in the warm months to sustain you through a cold spell. You haven’t invested in creating a marketing plan for your law firm that will keep the phones ringing and the leads flowing. The fate of your firm will be decided by default rather than design.

So why be “that firm” when it’s so easy to get the information you need to market your law firm effectively? You can attend one of Lee’s seminars, or a Rainmaker Retreat, our two-day law firm marketing intensive where you will learn how to create your own lifestyle law firm through a variety of marketing strategies for lead generation, prospect conversion and client retention.

Here are upcoming dates for the Rainmaker Retreat:

  • May 31-June 1, 2013 – New York City
  • July 26-27, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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Online Seminar TODAY: Rainmaker Secrets to Building a Referral-Based Law Firm for Litigators

Most litigation attorneys have a difficult time building a consistent book of business. They go from one extreme of having too much work to handle to the other extreme of waiting around for the next case.

On Thursday, May 16, at 11 a.m. PT/2 p.m. ET, I will share with you the secrets we have uncovered from working with thousands of top litigators on how they have transformed their business from the traditional “feast or famine” approach to having a consistent pipeline of clients by implementing a proven referral system.

You will discover:

  • The top 2 reasons why you aren’t getting more referrals right now and how to fix it
  • How litigation attorneys can easily keep in touch with all their former clients, prospects and referral sources in less than 1 hour a month
  • 6 questions you must pro-actively answer to get more referrals
  • The top 4 referral sources for litigators and where to find them
  • How to use LinkedIn to connect with referral sources
  • The 5 best times to ask clients for a referral

Register here for today's online seminar and discover how attorneys just like you are using this information to build 7-figure law firms.

If the time doesn’t work for you, register anyway and we’ll send you the recording of the full online seminar to watch at your convenience.

 

May 16 Online Seminar: Rainmaker Secrets to Building a Referral-Based Law Firm for Litigators

Most litigation attorneys have a difficult time building a consistent book of business. They go from one extreme of having too much work to handle to the other extreme of waiting around for the next case.

On Thursday, May 16, at 11 a.m. PT/2 p.m. ET, I will share with you the secrets we have uncovered from working with thousands of top litigators on how they have transformed their business from the traditional “feast or famine” approach to having a consistent pipeline of clients by implementing a proven referral system.

You will discover:

  • The top 2 reasons why you aren’t getting more referrals right now and how to fix it
  • How litigation attorneys can easily keep in touch with all their former clients, prospects and referral sources in less than 1 hour a month
  • 6 questions you must pro-actively answer to get more referrals
  • The top 4 referral sources for litigators and where to find them
  • How to use LinkedIn to connect with referral sources
  • The 5 best times to ask clients for a referral

Register here for the May 16 online seminar and discover how attorneys just like you are using this information to build 7-figure law firms.

If the time doesn’t work for you, register anyway and we’ll send you the recording of the full online seminar to watch at your convenience.

 

What Makes the Rainmaker Retreat Different?

I’m in the middle of another Rainmaker Retreat session in Scottsdale today and tomorrow, and it’s great to see the enthusiasm for legal marketing on the faces of so many lawyers. 

I’m often asked how the Rainmaker Retreat differs from other law firm marketing seminars. Here’s why:

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.

By the end of the Rainmaker Retreat you will:

  • 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)

6. There is a Strong Focus on Return on Investment (ROI)! Everything about this workshop is focused on one goal—helping you achieve the best possible results by finding more and better clients in the least amount of time using the least amount of money possible!

For most attorneys, landing just 1 new client as a result of this workshop will more than pay for your attendance. But that’s not our goal! Our goal is to teach you how to gain dozens of new clients in the next 60-90 days.

Please note, ethically we cannot guarantee those kinds of results, but we work hard to provide you with all of the tools you will need to find more and better clients on a consistent basis. With that kind of Return on Investment, can you afford not to attend?

7. 100% Money Back Guarantee! 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.

We guarantee you will come out of these 2 days with a step-by-step Marketing Action Plan (MAP) to make very specific changes to your marketing and how you go about building your legal practice.

Here are upcoming dates for the Rainmaker Retreat:

  • May 31-June 1, 2013 – New York City
  • July 19-20, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

 

PI Attorneys: Join Me in Myrtle Beach for PILMMA Legal Marketing & Management Summit June 6-8

Join me at the Personal Injury Lawyers Marketing and Management Association (PILMMA) Legal Marketing & Management Summit on June 6-8 in Myrtle Beach, S.C., when I will be making a special presentation on Secrets of a Lead Conversion Specialist: Turning Browsers into Buyers & Prospects Into Paying Clients.

There are a host of other nationally renowned speakers who will be joining me for this three-day super summit, including:

Erin Brockovich is President of Brockovich Research & Consulting, and is currently involved in numerous environmental projects worldwide. Erin is a true American hero whose icon status and “stick-to-it-iveness” only fuels her determination to expose injustice and lend her voice to those who do not have one.

Jay Henderson began his corporate training career with the Covey Leadership Center, helping to launch Dr. Covey’s best-selling book, First Things First. He has helped many organizations implement Covey Leadership Training. He also is a certified instructor of Dr. Covey’s three internationally recognized leadership programs: Principle Centered Leadership, 7 Habits of Highly Effective People, and First Things First.

Josh King is Vice President of Business Development & General Counsel of Avvo. He is responsible for the company’s business development, finance, business operations and legal affairs. He is also a frequent writer and speaker on First Amendment, media and professional ethics issues. 

See the entire line-up of experts who will be presenting on law firm marketing and management strategies at this conference and visit the PILMMA website for more details.

You should also know about PILMMA’s 100% money-back guarantee – if, after the end of the Summit, your trip has not been worthwhile, PILMMA will refund 100% of your registration fee and up to $500 in documented travel expenses.

For those who are not already members of PILMMA, you will be able to attend this two-day summit and get three months of PILMMA Gold Membership rights at one all-inclusive rate. PILMMA members and non-members can register online -- simply click this link and learn how you can start growing your law firm faster than you ever imagined!

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Watch It Now: The 5 Best Strategies to Beat Your Competition in 2013

Are you tired of seeing other attorneys land all the good clients?

Have you noticed how tough it’s become to market your law firm?

Are you ready to do something to make this a bigger & better year?

Knowing which legal marketing strategies are working in today’s economy gives you a huge advantage. Implementing the correct business development strategies allows you to spend less money and get better results faster!

Access this one-hour seminar right now on The 5 Best Strategies to Beat Your Competition in 2013 to discover:

Why you can’t afford to dismiss social media any longer (Google is forcing you to use it)

  • 3 major ways to triple your website traffic in the next 90 days
  • How to use online tools to generate more offline referrals
  • 3 keys all the best law firms are using to turn more website browsers into buyers
  • 2 critical numbers you must track every month to measure your success
  • Specific ways to jump-start your marketing efforts fast…even if you’ve stumbled before

Last year many of our clients experienced their best year ever! How is that possible when we are in the midst of the biggest recession our generation has ever faced?

It’s simple, they developed a game plan based on best practices and proven strategies and then they consistently took massive action! Notice I said it was “simple” not “easy.” The only “easy button” I have is sitting right beside my magic wand (I’ve found both of them work about the same).

There is no “easy” way to build a million dollar book of business, but if you’re willing to do the work we can show you the right path to take.

Click on this link now to access The 5 Best Strategies to Beat Your Competition in 2013 seminar.

 

You Asked, We Answered at a Rainmaker Retreat

Attorneys that attend our 2-day legal marketing seminar, the Rainmaker Retreat, ask a lot of questions and we often review those to ensure what we are presenting will be immediately applicable to the business of marketing your law firm.

For example:

How does someone who needs legal services make a decision to hire me?

First, that person gathers general information to determine what type of lawyer they need and if they actually have a need for a lawyer

Second, that person begins to search and look at several law firms (either that they have heard of or find on the Internet)

Third, that person begin to validate specific attorneys (performs a credibility search to ensure the attorneys he/she is considering are good and qualified attorneys)

Lastly, that person then makes an attorney selection (perhaps engaging in a free consult, calling the attorney, etc.)

What’s a powerful strategy to increase the number of appointments my firm sets?

Dedicate a staff member to talking to prospects and setting appointments. You can then train them on how to handle objections, how to positively position your firm, and follow up consistently if the person is unavailable at first. If you dedicate someone to this, your conversion of calls to appointments will go up. You can performance-bonus this individual for the appointments that are set up and show up, and add another small performance bonus for the appointments that show up and sign up. This is not fee splitting because the bonus is a flat fee and not dependent on a fee.

If you want to get the right answers to your marketing questions and discover real-world strategies that work for attorneys in generating and converting leads, then you should attend a Rainmaker Retreat. Here are our upcoming dates:

  • May 3-4, 2013 – Scottsdale, AZ
  • May 31-June 1, 2013 – New York City
  • July 19-20, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungleseminar.

 

Learning to Transform Your Law Practice at a Rainmaker Retreat

I understand making the decision to attend our 2-day legal marketing intensive is a tough decision. Not only do you have to take a day off work (all Rainmaker Retreats are offered only on a Friday-Saturday), but in many cases you have to travel to the event. As a business owner, you want to be sure this is a worthwhile investment of your time and money.

So you can gauge for yourself, here is just a partial list of what you will learn when you attend a Rainmaker Retreat:

Over 65 different marketing techniques that are proven to work in the real world environment of a fast moving law firm. Only practical techniques are discussed here.

The 5 critical numbers you need to be tracking in your law firm and how to measure your Return On Investment (ROI) for all your marketing efforts.

The core concepts of search engine optimization (SEO) and Internet marketing for attorneys and how to create a dominant position on the Internet.

Specific tools to automate your marketing system and “fix your follow up” to increase your conversion rates from prospects to paying clients.

How to fully leverage social media networks like Facebook, LinkedIn, Twitter, YouTube, Avvo and JDSupra to drive new leads to your law firm.

How to focus your money on the most effective marketing strategies based on your specific practice area.

How to better select, train and motivate your partners and staff to do Rainmaking activities.

How to reduce your costs by eliminating ineffective marketing strategies.

How to utilize the 7 Rainmaker tools for generating more referrals and repeat business from current and former clients.

Over 30 low cost (starting at $20/mo.) and no cost marketing strategies to help you stretch your budget.

Software tools that will help you automate your marketing system.

Easy to use system for tracking all your incoming leads.

Specific tools to help you and your staff convert more prospects into paying clients.

Learn how other solo attorneys have leveraged Internet marketing and social media networks to beat much bigger firms.

These are the upcoming Rainmaker Retreats currently scheduled:

May 3-4, 2013 – Scottsdale, AZ

May 31-June 1, 2013 – New York City

July 19-20, 2013 – San Diego, CA

August 16-17, 2013 – Las Vegas, NV

September 20-21, 2013 – San Francisco, CA

To learn more about the Rainmaker Retreat and to register online, go to www.rainmakerretreat.com or call 888-588-5891.

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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. 

To get your complimentary copy online, click 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.  

 

 

April 18 Online Seminar: 7 Strategies for a 7-Figure Law Firm

If you’re like many of the attorneys I speak with every week:

You’ve been practicing over 10 years, you own a small firm with a handful of staff, you work hard month after month, but you never seem to get ahead.

You’ve tried all the traditional methods of marketing your law firm, but so far nothing seems to work very well.

You have goals, dreams and ambitions, but after all these years you’re still struggling to break or consistently break the million dollar mark…and every once in awhile you wonder if it’s really worth it all.

I need to tell you from one business owner to another -- the skills that helped you build a good 6-figure practice are not the same skills you will need to build a great 7-figure business.

So if you’re tired of beating your head against the wall and you’re ready to take a fresh look at how to break out of the negative cycle you’re stuck in, then you really owe it to yourself to attend our newest online seminar, 7 Strategies for a 7-Figure Law Firm, on Thursday, April 18 at 11 a.m. PT/2 p.m. ET.

Join us and discover:

  • What it really takes to build a 7-figure law firm-no hype and no B.S.
  • Insider tips from managing partners running multimillion dollar firms
  • How to position yourself as a recognized expert and attract higher quality clients
  • 3 biggest reasons why you’re not getting more referrals and how to overcome these hurdles
  • The 2 things every Million Dollar Law Firm has in place (you will never achieve 7 figure revenues without both of these)
  • 2 key metrics you must measure every month if you want to grow your law firm

Register here for the April 18 online seminar and discover how attorneys just like you are using this information to build 7-figure law firms.

If the time doesn’t work for you, register anyway and we’ll send you the recording of the full online seminar to watch at your convenience.

 

Barriers to Social Media Adoption by Law Firms

I’m in Dallas today at our Rainmaker Retreat law firm marketing seminar, where a lot of our discussions center on the use of social media by law firms.

Last month, I participated in the LegalTech New York 2013 panel — "Taming the Wild West of Social Media: The Secrets of Social Media Success in the Legal Profession".

During the discussion, my fellow panelist, Larry Bodine (editor-in-chief of Lawyers.com and martindale.com), and I were asked to identify the primary barriers to social media adoption in law firms.

Here’s a video outtake of our answers:

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungleseminar.

 

Lawyers in Love: The Secret to Happiness in Practicing the Law

Florida attorney Brian Tannebaum is a regular contributor to the Above the Law blog and had a great post last week about finding the fun and happiness in the practice of law. It’s recommended reading from where I sit.

Tannebaum’s premise is that to love what you do, you need to derive your satisfaction from the satisfaction your clients get from your work. Makes sense. I don’t think I’ve ever met a lawyer that loves the mechanics of the law; most of the successful attorneys I know love what they are able to do with their talent to help clients. 

Sure, we all love the win. But the win is hollow unless it furthers a client’s goals, rights a wrong, reverses an injustice. It’s the human side of the law that attracts most lawyers to the work.

Conversely, what sours most attorneys on the law is having no control on the outcome – being a clog in the Big Law machine. And helping lawyers out of this rut is what I love most about my job.

Most attorneys want to work for themselves and their clients. Those are the attorneys we love to work with and help -- the solos and small firms that need just a little boost in their marketing efforts to see real success. 

If you are down on the practice of law because you are stuck in a job producing paperwork instead of solving problems for clients, then Tannebaum says there’s not much he can advise you to do except opt for some pro bono work where you can actually help someone.

If you want to get unstuck and love the law again, then learning how to create a lifestyle law firm may be just the thing for you. 

In that case, I invite you to attend a Rainmaker Retreat, our two-day law firm marketing intensive seminar that has helped more than 8,000 attorneys successfully market their practices through practical and effective legal marketing techniques.

Here are the dates for upcoming sessions:

  • April 5-6, 2013 – Dallas, TX
  • May 3-4, 2013 – Scottsdale, AZ
  • May 31-June 1, 2013 – New York City
  • July 19-20, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now. 

 

Asked and Answered: A Q&A from the Rainmaker Retreat

I like to give our blog readers a download every now and then from our monthly Rainmaker Retreat sessions since it’s probably more than likely what is on the minds of the attorneys who attend is on your minds as well. 

Here are some of the Q&As from our Newport Beach Rainmaker Retreat last weekend:

How should I handle quoting a fee?

There are a few approaches to this and you will have to see what works best for you depending on your practice area and geographical region. However, setting appropriate expectations and being transparent is key. If you ever use the phrase “it depends” in your answer, that automatically needs to be followed up with “and the biggest factors it depends on are….”

Make sure to know several factors that impact your fees. For example, if you are a divorce attorney, some of the common circumstances that will make a case’s price increase are:

1.     If kids are involved

2.     If there are multiple real estate properties

3.     If the divorce is contested

4.     If there is a business asset

Know the factors that impact your case fees and articulate that clearly to those you are talking to about pricing.

How can I incrementally increase the value of the personal injury cases I get?

There is no one perfect strategy to increase the value of your cases, but there are several strategies that can work.

First, take the best outcome you’ve ever had with the biggest case you’ve ever taken on and market that story over and over again. It will help you leverage the perception that you are the type of firm and attorney who can and does handle “bigger cases.” 

It’s also powerful to network with the firms/attorneys that take really big cases, because the truth is they come across cases all the time that are not a good fit for their firm or that don’t make sense financially for the firm to take on.

For example, if a huge law firm only deals with cases that have a million or more at stake, if a case comes in that is worth $150,000, they will need to refer it out. You could be that firm/attorney they refer to.

If I’m a business-to-business attorney what are the two best social media platforms for me to be on?

According to recent data, business-to-business companies who engage prospects, clients and referral partners through blogs and LinkedIn generate potential clients.  Social media is constantly changing, but if you are a business-to-business attorney, it’s key to have a blog and a LinkedIn account. However, you can’t just have an account and a blog and not actively use them or use them incorrectly.

There are rules of engagement for social media. If used correctly, they can grow a big following for you and drive those individuals to your website, which can then move the prospect further along the decision-making process. If used incorrectly, it can be a totally ineffective strategy that wastes your time, energy and money.

Here’s some direct feedback from last weekend’s Rainmaker Retreat attendees:

“I attended the Retreat in 2009. The techniques I implemented transformed my practice. I returned for updates and wasn’t disappointed. If you want completely substantive, cutting-edge marketing knowledge for your firm, this is the seminar to attend.” – R. Boulgourjian, Real Estate/Bankruptcy Attorney, Glendale, CA

“Focus, focus, focus! Stephen Fairley’s Rainmaker Retreat taught how to focus on taking law practices to a much higher profitable and satisfying level. I highly recommend it.” – B. Dennis, Estate Planning Attorney, Newport Beach, CA

“Invaluable program! If I am able to implement even a fraction of what I learned at this seminar, I believe it will transform my practice. Well worth my investment of time and money!” – T. Kirby, Family Law/Bankruptcy Attorney, Mesa, AZ

Here are our upcoming Rainmaker Retreat sessions:

  • April 5-6, 2013 – Dallas, TX
  • May 3-4, 2013 – Scottsdale, AZ
  • May 31-June 1, 2013 – New York City
  • July 19-20, 2013 – San Diego, CA
  • August 16-17, 2013 – Las Vegas, NV
  • September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now. 

 

Converting Leads Into Paying Clients Isn't Luck. Here's How to Do It

Happy St. Patrick’s Day! Do you need the luck of the Irish to find quality leads? Does it seem equally hard to convert your prospects into paying clients? Then you’ll benefit from our on-demand video seminar: How to Convert Leads Into Paying Clients.

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!

Get this on-demand seminar to 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

Click on this link to receive my How to Convert Leads Into Paying Clients video seminar now.

 

How to Stand Out from Your Competition

I’m in Newport Beach today at our March Rainmaker Retreat, where a roomful of attorneys has gathered to learn about the latest trends in law firm marketing and how to differentiate themselves from their competitors.

Are you wondering how you distinguish yourself from your competition and stand out in the vast legal landscape? It will take you two days to find out: attend a Rainmaker Retreat. 

Here is some feedback from past attendees:

“If you are not doing this stuff, thanks! Because I am scooping your client prospects!”
- Peter Brewer, Esq. (CA)

“This course should be part of the law school curriculum for every school in the nation!”
- Andrew Cho, Esq. (CA)

“I flew across country to get here. I would have walked. This is an utterly fabulous program.”- Tom Hartmann, Esq. (NJ)

In fact, more than 8,000 attorneys are already employing our law firm marketing techniques and reaping the benefits.

Among the many things you will take away from this event:

  • Step-by-step guidance in finding the best, most strategic referral partners
  • How to cut costs by eliminating ineffective law firm marketing strategies
  • Create a ‘Master Plan’ to guide your firm’s growth through marketing for lawyers
  • How to focus your time, energy and dollars on the most effective law firm marketing techniques designed specifically for small and solo law firms
  • Five proven strategies to get more attention, command more respect and charge higher fees
  • Leveraging the Internet to create the most “buzz” for your firm
  • How to create a steady stream of new referrals using law firm marketing techniques
  • Learn to set your firm apart from your competitors

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 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 now for our Dallas Rainmaker Retreat on April 5 & 6 or any of our upcoming events scheduled monthly through September.

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungleseminar.

 

Law Schools Taking a Page From Medical Education Playbook

The New York Times ran an article last week about how a law school in my backyard – Arizona State University’s Sandra Day O’Connor College of Law – is taking a page from the medical education playbook and opening a “teaching” nonprofit law firm for graduates.

The ASU law school dean, Douglas J. Sylvester, got the idea when he visited the Mayo Clinic in Minnesota and observed medical students and graduates gaining experience in the teaching hospitals there. He realized what his school needed was a “teaching hospital” for law school graduates.

As the article notes, Sylvester’s plan is one of a dozen or so efforts across the nation to address two seemingly contradictory needs: law school graduates with no job and people who can’t afford a lawyer. ASU’s nonprofit law firm will take in 30 graduates who will work under seasoned lawyers to provide low-cost legal services to Phoenix residents.

In a unique twist, Arizona recently passed a new law that lets law school students take the Arizona bar exam in their third year of law school rather than after graduation. The school also offers a North American Law degree that allows graduates to practice in the U.S. and Canada.

The incoming ABA president James R. Silkenat noted that one of his top priorities is to establish a “legal job corps” to match people with legal needs with attorneys who need the work, saying that, “There are unmet legal needs because of money and geography that seem to be growing, and the question of how to make use of unemployed recent graduates.”

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Proven Strategies to Win More Clients for Family Law, Personal Injury and Estate Planning Attorneys

Does this sound like you?

You spend thousands of dollars and countless hours trying to generate more business for your law firm. And still you end up with less business than you hoped. You’ve put “get more clients” at the top of your list, but have no time to do anything about it.

If someone calls your office and doesn’t make an appointment, what happens to them?

  • What if they don’t show up for the appointment?
  • What if they show up and don’t retain you?
  • What if they want to retain you and you never hear from them again?

If you answered, “I don’t know” or “We leave a message,” then this on-demand seminar is for you. Register online to receive the Proven Strategies to Win More Clients seminar, where you will 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
  • 3 steps for turning more leads into appointments
  • 5 ways to increase your “show up” rates
  • 4 ways to get more appointments to sign up this week
  • What to do when a prospect doesn’t sign up at the initial consultation

Lead Conversion is one of the most overlooked areas at consumer law firms. You spend tens of thousands of dollars every year trying to generate more leads…yet virtually nothing to ensure you convert the maximum amount of those leads into paying clients!

Lead conversion is the 5-stage process of converting more prospects into paying clients and turning more browsers into buyers. Over the last decade, The Rainmaker Institute has become a national leader in assisting consumer law firms to rapidly and dramatically increase their conversion rates.

We have worked with all types of consumer law firms to help them double and even triple their conversion rates within 3-6 months.

If you want to double your revenues this year there are 2 ways you can do it: either double the amount of leads you get each month or double your conversion rates!

Register online now for this on-demand seminar and discover how attorneys just like you are doubling their revenues by converting more of their costly leads into more paying clients!

 

How to Create a Lifestyle Law Firm

What is a "lifestyle law firm"?

I define it as a law firm that supports the core values of who you are and allows you to live the life you want and build meaningful relationships with others versus the law firm that drives you, dictates your life, and ends up consuming your every waking moment.

Marketing and business development are only tools to help you achieve your personal and professional goals, but they are some of the most effective tools you can use to attract more and better referrals to your law firm, which leads to increased revenues. 

So how does a busy attorney use marketing to build a business that allows him or her to create a "lifestyle law firm?"

Jerry Lowe, a California bankruptcy attorney (www.thefresnobankruptcyattorney.com), has found that attending a Rainmaker Retreat (he’s been to two!) gives him the focus he needs to build his growing practice into a lifestyle law firm:

If you are looking for a dynamic learning experience that will give you over 65 proven, step-by-step marketing strategies you can easily apply to your law firm marketing, then come to one of our upcoming Rainmaker Retreats:

March 15-16, 2013 – Newport Beach, CA

April 5-6, 2013 – Dallas, TX

May 3-4, 2013 – Scottsdale, AZ

May 31-June 1, 2013 – New York City

July 19-20, 2013 – San Diego, CA

August 16-17, 2013 – Las Vegas, NV

September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now. 

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Watch What Happens at a Rainmaker Retreat

Do you think you could benefit from attending a Rainmaker Retreat? Let me explain just how you can:

Here are the upcoming dates for this intensive two-day law firm marketing boot camp:

March 15-16, 2013 – Newport Beach, CA

April 5-6, 2013 – Dallas, TX

May 3-4, 2013 – Scottsdale, AZ

May 31-June 1, 2013 – New York City

July 19-20, 2013 – San Diego, CA

August 16-17, 2013 – Las Vegas, NV

September 20-21, 2013 – San Francisco, CA

Go to www.rainmakerretreat.com or call 888-588-5891 to register now. 

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FREE Seminar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour seminar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE seminar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle seminar.

 

How to Turn Your Lead Flow From a Trickle to a Torrent

Is your lead flow system delivering a trickle or a torrent? If your law firm marketing system is working well, it should be producing a large number of lead opportunities for you. And what you do with those opportunities is almost as important as generating them.

You need to have specific strategies for increasing the number of leads and tracking them. Legal marketing can do some of the heavy lifting for you on identifying lead prospects. But going from a possible lead to a genuine lead and prospect requires a well-designed system that includes follow through.

You also need a system for tracking all incoming leads and where the leads are in the sales pipeline. Once a lead comes in, someone has to keep track of the lead status so leads do not fall through the cracks. Lost leads are lost opportunities, and are akin to leaving money on the table. They also hurt your reputation with your referral sources if they supplied the referral and you didn’t follow through.

Here are some questions to ask as you think about your lead system:

  • Who sorts the leads to rank them by priority?
  • How do we prioritize leads?
  • Who is responsible for assigning leads to members of the firm for follow up?
  • Who maintains the follow-up system and holds the firm members accountable?

Generating referrals from your legal marketing strategy is the first step in building your business. Converting those leads into clients, and ultimately referral sources, is how you grow your firm into what you envisioned when you began. 

Without a good lead flow system, the likelihood of you maximizing the possibilities of your marketing program is slim. To learn more about lead generation strategies for law firms, see below.

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Seminar for B2C Attorneys: Proven Strategies to Win More Clients

Does this sound like you?

You spend thousands of dollars and countless hours trying to generate more business for your law firm. And still you end up with less business than you hoped. You’ve put “get more clients” at the top of your list, but have no time to do anything about it.

If someone calls your office and doesn’t make an appointment, what happens to them?

What if they don’t show up for the appointment?

What if they show up and don’t retain you?

What if they want to retain you and you never hear from them again?

If you answered, “I don’t know” or “We leave a message,” then this seminar is for you. Access this on-demand Proven Strategies to Win More Clients seminar, where you will 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
  • 3 steps for turning more leads into appointments
  • 5 ways to increase your “show up” rates
  • 4 ways to get more appointments to sign up this week
  • What to do when a prospect doesn’t sign up at the initial consultation

If you want to double your revenues this year there are 2 ways you can do it: either double the amount of leads you get each month or double your conversion rates!

Access this seminar now and discover how attorneys just like you are doubling their revenues by converting more of their costly leads into more paying clients!

 

Are You Ready for a Rainmaker Retreat? Here's How to Tell

The Rainmaker Retreat focuses on the unique problems facing small law firms and solo practices.

If you are like many attorneys I know, you have been practicing a while, and your law firm is doing pretty well; 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.

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. 

We have scheduled monthly Rainmaker Retreat sessions through September – sign up for the one nearest you:

March 15-16, 2013 – Newport Beach, CA

April 5-6, 2013 – Dallas, TX

May 3-4, 2013 – Scottsdale, AZ

May 31-June 1, 2013 – New York City

July 19-20, 2013 – San Diego, CA

August 16-17, 2013 – Las Vegas, NV

September 20-21, 2013 – San Francisco, CA

To register, call 888-588-5891 or 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 9,000 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.

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 


Feb. 20 Webinar for B2C Attorneys: Proven Strategies to Win More Clients

Does this sound like you?

You spend thousands of dollars and countless hours trying to generate more business for your law firm. And still you end up with less business than you hoped. You’ve put “get more clients” at the top of your list, but have no time to do anything about it.

  • If someone calls your office and doesn’t make an appointment, what happens to them?
  • What if they don’t show up for the appointment?
  • What if they show up and don’t retain you?
  • What if they want to retain you and you never hear from them again?

If you answered, “I don’t know” or “We leave a message,” then this webinar is for you. Join us on Wednesday, Feb. 20 at 3 p.m. ET/Noon PT for the Proven Strategies to Win More Clients webinar, where you will 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
  • 3 steps for turning more leads into appointments
  • 5 ways to increase your “show up” rates
  • 4 ways to get more appointments to sign up this week
  • What to do when a prospect doesn’t sign up at the initial consultation

Lead Conversion is one of the most overlooked areas at consumer law firms. You spend tens of thousands of dollars every year trying to generate more leads…yet virtually nothing to ensure you convert the maximum amount of those leads into paying clients!

Lead conversion is the 5-stage process of converting more prospects into paying clients and turning more browsers into buyers. Over the last decade, The Rainmaker Institute has become a national leader in assisting consumer law firms to rapidly and dramatically increase their conversion rates.

We have worked with all types of consumer law firms to help them double and even triple their conversion rates within 3-6 months.

If you want to double your revenues this year there are 2 ways you can do it: either double the amount of leads you get each month or double your conversion rates!

Register online for the Feb. 20 webinar and discover how attorneys just like you are doubling their revenues by converting more of their costly leads into more paying clients!

If the time doesn’t work for you, register anyway and we’ll send you the recording of the full webinar to watch at your convenience.

 

 

ABA New Partner Workshop in Big D Focuses on Building a Lifestyle Law Firm

I’m in Dallas today at the 2013 ABA Midyear Meeting, headlining an all-day ABA New Partner Workshop that instructs attorneys on:

  • How to build a referral-based practice and jumpstart your practice
  • How to double your revenues in 6 months by improving your lead conversion and fixing your follow-up
  • How to build a mid-6 to 7-figure business by applying best practices
  • How to use the power of social media to attract clients and connect with referral sources
  • 5 proven strategies to improve the quality and quantity of your referrals
  • Tips from attorneys who have gone from start-up to 6 figures in 1 year
  • 8 steps to using LinkedIn to build your online presence and connect with other professionals

If the subject matter sounds familiar, it should! It’s what we teach at each of our Rainmaker Retreat 2-day intensive workshops. We have another session coming up next weekend in Orlando (Feb. 15-16) and you still have time to join us by calling 888-588-5891 or registering online at www.RainmakerRetreat.com.

Can’t make it to Orlando? We’ll be in Newport Beach next month on March 15-16 for another Rainmaker Retreat that can help you transform your practice in 2013.

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Stephen Fairley a One Percenter....on LinkedIn!

 

Where to Learn the Nuts and Bolts of Running a Law Practice

David Chaumette of the Houston commercial litigation firm Chaumette, PLLC recently attended one of our Rainmaker Retreat two-day law firm marketing workshops and noted that he learned so much that they don’t teach you in law school:

 

Creating and managing a successful legal services business is what we teach at the Rainmaker Retreat, our two-day law firm marketing intensive workshop.  Here are the dates for upcoming Rainmaker Retreat sessions in the first quarter:



February 15-16, 2013 – Orlando, FL

March 15-16, 2013 – Newport Beach, CA

To register, call 888-588-5891 or 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 9,000 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.

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

Why You Want a Lifestyle Law Firm

At The Rainmaker Institute, we define a “lifestyle law firm” as one that allows you to have the lifestyle that you want to live.

It’s more than just money or achieving millions in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

This decision tree chart is a perfect example of why you should strive to have a lifestyle law firm:

It’s by a guy named Rob Pollack, who has his own blog called Rob Complains About Things and apparently works/has worked as an attorney at a Big Law Firm. Hat tip to Rob.

Creating a lifestyle law firm is what we teach at the Rainmaker Retreat, our two-day law firm marketing intensive workshop. Here are the dates for upcoming Rainmaker Retreat sessions in 2013:



February 15-16, 2013 – Orlando, FL

March 15-16, 2013 – Newport Beach, CA

To register, call 888-588-5891 or visit www.RainmakerRetreat.com.

 

Tips on Gathering Client Testimonials

We always keep track of the questions we get from attorneys are our Rainmaker Retreat two-day law firm marketing intensive. First, it gives me an opportunity to stay current on the issues that are top-of-mind with you; second, it allows me to share some more universal Q&As in hopes that our blog readers will benefit as well.

At our Las Vegas Rainmaker Retreat last weekend, one of the questions that seemed to elicit the most note-taking from the audience was:

What’s a good way to get people to give me a testimonial?

Here’s my answer:

It depends on your practice area, but timing can be very important. For example, if you are a personal injury attorney, you might want to ask for the testimonial when your client comes in to pick up their settlement check.  This is when the client will be the happiest. The case has been closed and they are getting a check.

If you practice in other areas of the law, you can still pick a good time when your client is pleased with your work. That’s the time to ask.

You also need to make it easy for people to give you a testimonial. Let your client know why a testimonial is important for you! Make it part of your process, like an exit interview.  Guide the prospect with questions so you can get strong testimonials. Position the testimonials as “before” and “after” scenarios. These are powerful.

Also, if you squirm at just the thought of asking for a testimonial, then don’t be the one to ask. Have your administrative assistant or paralegal or associate do the asking as part of your closing-the-case process.

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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. 

To get your complimentary copy online, click 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.  

 

How to Realize Your Dream of a More Profitable Law Practice in 2013

Today we’re celebrating Martin Luther King, Jr. Day and I know that many of you have a dream, too...a dream of building a law firm that allows you to live the life you’ve always wanted to live while doing satisfying work that you enjoy.

The question plaguing most of you is, how?

Start by signing up for my webinar this Thursday, Jan. 24 at 1 p.m. ET/10 a.m. PT: The 5 Best Strategies to Beat Your Competition in 2013.

Knowing which legal marketing strategies are working in today’s economy gives you a huge advantage. Implementing the correct business development strategies allows you to spend less money and get better results faster!

Join me on Thursday, Jan. 24 at 1 p.m. ET/10 a.m. PT for a one-hour webinar where you will discover:

  • Why you can’t afford to dismiss social media any longer (Google is forcing you to use it)
  • 3 major ways to triple your website traffic in the next 90 days
  • How to use online tools to generate more offline referrals
  • 3 keys all the best law firms are using to turn more website browsers into buyers
  • 2 critical numbers you must track every month to measure your success
  • Specific ways to jump-start your marketing efforts fast…even if you’ve stumbled before

Last year many of our clients experienced their best year ever! How is that possible when we are in the midst of the biggest recession our generation has ever faced?

It’s simple, they developed a game plan based on best practices and proven strategies and then they consistently took massive action! Notice I said it was “simple” not “easy.” There is no “easy” way to build a million dollar book of business, but if you’re willing to do the work we can show you the right path to take.

Click on this link to register now for The 5 Best Strategies to Beat Your Competition in 2013 webinar on Thursday, Jan. 24 at 1 p.m. ET/10 a.m. PT. 

All registrants will receive a recording of the webinar to watch at their convenience, so if the scheduled time doesn’t work for you, you can still get this critical knowledge by getting your own copy of the webinar recording.

 

Join Me in Dallas for ABA New Partner Workshop on Feb. 8

I will be in Dallas on Friday, Feb. 8 for an ABA New Partner Workshop at the Infomart Conference Center. The workshop will provide a full day of interactive learning and networking opportunities, and is specifically tailored for:

  • New partners who need to rapidly build up their book of business
  • Attorneys who aspire to become a Partner and want to learn how to generate new clients
  • Attorneys who have launched their own firm and need help finding effective marketing strategies

What you will learn:

  • How to build a referral-based practice and jumpstart your practice
  • How to double your revenues in 6 months by improving your lead conversion and fixing your follow-up
  • How to build a mid-6 to 7-figure business by applying best practices
  • How to use the power of social media to attract clients and connect with referral sources
  • 5 proven strategies to improve the quality and quantity of your referrals
  • Tips from attorneys who have gone from start-up to 6 figures in 1 year
  • 8 steps to using LinkedIn to build your online presence and connect with other professionals

Tickets for the New Partner Workshop are available through 2013 ABA Midyear Meeting registration. There is no registration fee for the Midyear Meeting, however the workshop registration rate is $249.  This rate includes a networking luncheon.

See you in Big D!

 

NEW WEBINAR: The 5 Best Strategies to Beat Your Competition in 2013

Are you tired of seeing other attorneys land all the good clients?

Have you noticed how tough it’s become to market your law firm?

Are you ready to do something to make this a bigger & better year?

Knowing which legal marketing strategies are working in today’s economy gives you a huge advantage. Implementing the correct business development strategies allows you to spend less money and get better results faster!

Join me on Thursday, Jan. 24 at 1 p.m. ET/10 a.m. PT for a one-hour webinar where you will discover:

  • Why you can’t afford to dismiss social media any longer (Google is forcing you to use it)
  • 3 major ways to triple your website traffic in the next 90 days
  • How to use online tools to generate more offline referrals
  • 3 keys all the best law firms are using to turn more website browsers into buyers
  • 2 critical numbers you must track every month to measure your success
  • Specific ways to jump-start your marketing efforts fast…even if you’ve stumbled before

Last year many of our clients experienced their best year ever! How is that possible when we are in the midst of the biggest recession our generation has ever faced?

It’s simple, they developed a game plan based on best practices and proven strategies and then they consistently took massive action! Notice I said it was “simple” not “easy.” The only “easy button” I have is sitting right beside my magic wand (I’ve found both of them work about the same).

There is no “easy” way to build a million dollar book of business, but if you’re willing to do the work we can show you the right path to take.

Click on this link to register now for The 5 Best Strategies to Beat Your Competition in 2013 webinar on Thursday, Jan. 24 at 1 p.m. ET/10 a.m. PT. 

All registrants will receive a recording of the webinar to watch at their convenience, so if the time doesn’t work for you, you can still get this critical knowledge by accessing the recording.

 

10 Resolutions Successful People Make and Keep

An article at Forbes.com trending now as one of the most popular is about the 10 resolutions that successful people make and keep. Thought it was worth sharing here:

1. Avoid what matters least. Your time is finite, so while you are making a list of things to do in 2013, make a list of what not to do as well. And then simply don't do them.

2. Do the essentials first. How much time do you spend every day getting sidetracked by email? If we were honest, most of us would probably answer: alot. When you hit the office, take care of your most essential tasks first and then check your email.

3. Focus on people. If you lose sight of what matters to your clients, you will soon lose those clients.

4. Find your purpose. When your career is based on your purpose, you will be both more successful and happier.

5. Support a cause. Research has shown that people involved in furthering worthy causes are generally happier in life. Find a way to support something bigger than yourself or your practice.

6. Give yourself more choices. If you find yourself feeling fearful and trapped by a weak economy or lack of clients, find a way to give yourself more choices. One sure way to conquer fear is by learning. Learning how to attract and keep clients is the main focus of our Rainmaker Retreat; resolve to attend one session in 2013.

7. Find a good partner. A good partner in business is as indispensable as one in marriage. If you don't have someone in your practice whose strengths offset your weaknesses, go find that person.

8. Go outside. Most attorneys like to view themselves as experts, but one problem with being an expert is that it sometimes prevents you from seeing new possibilities. Find other professionals who may be facing some of the same problems you are, and brainstorm some solutions.

9. Complain less, change more. Gandhi advised us to be the change we want to see in the world. Resolving to be the attorney who can solve the problems of prospects will bring new clients to your door.

10. Take time to play. Plan your 2013 vacations now, and let your work fill in the rest of the calendar. This gives you something to look forward to, and helps you maintain a well-rounded life.

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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 8,000 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.

Upcoming dates for the Rainmaker Retreat include:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

March 15-16, 2013 – Newport Beach, CA

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

How to Tell If You Are a Legal Marketing Dinosaur

If this is familiar to you, you may be a legal marketing dinosaur:

We are well into the 21st century, where outbound marketing practices of the previous century no longer work. DVRs allow consumers to bypass TV ads, satellite radio means there are no more radio ads, most consumers get their news online and Yellow Pages are relegated to the recycling bin as soon as they land on the doorstep.

So how can you become relevant in the 21st century when it comes to law firm marketing?

First, see my post earlier this week on Internet Marketing for Lawyers: What Works in 2013

Then make plans to attend a Rainmaker Retreat, our two-day law firm marketing intensive workshop, where you will learn everything you need to know about the tools of contemporary legal marketing: social media, blogging, SEO, email and mobile marketing.

Here are the dates for upcoming Rainmaker Retreat sessions in 2013:



January 18-19, 2013 – Las Vegas, NV



February 15-16, 2013 – Orlando, FL

To register, call 888-588-5891 or visit www.RainmakerRetreat.com.

 

3 Simple Questions That Can Change Your Law Practice

I spent some time over the holiday break going through little snippets of wisdom I had accumulated over the past year that keep me motivated to always be doing something of value that will contribute to the success of my organization.

One Forbes.com post from last summer by entrepreneur Mike Maddock is a good one to start the New Year on...I’ve added my own spin for these 3 Simple Questions That Can Change Your Law Practice:

1. What is the outcome I want?

Keeping in mind the end game will help stop you from focusing too much on the bumps along the road. Getting distracted by problems instead of focusing on solutions keeps you stuck where you are.

2. What stands in the way?

Identifying obstacles and then finding ways to eliminate, avoid or neutralize those obstacles is fundamental to business success. 

3. Who has figured it out already?

Successful people learn not only from their own mistakes, but also from the mistakes of others. They also learn from the success of others, a fundamental approach we have used in teaching more than 8,000 attorneys the successful practice of law firm marketing at our Rainmaker Retreat two-day intensive workshop.

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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.

 

How to Make 2013 the Best Year Ever for Your Law Firm

For attorneys interested in making 2013 the most profitable year ever, we have a New Year's gift for you!

If you sign up for a Rainmaker Retreat by midnight PT tomorrow -- Jan. 1, 2013 -- you will receive a free copy of Rainmaker In a Box Volume 1 ($397 value), a four-DVD set that includes:

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. Stephen has studied best practices in law firm marketing and shares with you the 5 unchanging secrets they use to build a multimillion 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 Stephen lays out his 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 Stephen pulls back the veil and walks 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 shoe string 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.

Here are what two attendees from our Los Angeles Rainmaker Retreat recently had to say about their experience:

“Stephen and his team were superb.  The amount of information is immense and everything is practical.  I am looking forward to transforming my practice.  The Retreat is well worth the time and money.” -- Ryan , CA Personal Injury

I came into the seminar with a lot of questions, and skepticism about lawyer marketing/SEO processes.  I found the Rainmaker Retreat to be very informative and Stephen Fairley very competent and knowledgeable.  I have found what I am looking for to refine my marketing and online presence.” -- Manual, CA DUI Defense

Here are the dates for upcoming Rainmaker Retreat sessions in 2013:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL


Click on this Rainmaker Retreat/Rainmaker In A Box Volume 1 Free Gift link now or call 888-588-5891 to register and receive your free gift!

Attorneys Reveal What They Learned at a Rainmaker Retreat

More than 8,000 attorneys have learned how to build a robust referral network, attract and retain new clients by applying our proven Rainmaker System to their law firm marketing practices. Many of these have done so by attending our two-day law firm marketing boot camp, the Rainmaker Retreat.

Here’s what a few of them had to say about their Rainmaker Retreat experience:

“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

“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 thought I knew this stuff. But after attending a Rainmaker Retreat, I realized I did not. Now I know how it all fits together as a strategy.”
- Elliot Stone, Partner 

“And so, Stephen Fairley, you are my teacher, you are the master of marketing, and I have learned from the Rainmaker Institute that there is no royal road to knowledge -- but you have given me the best roadmap available to market my practice. Thank you, thank you, thank you.”
- W.B. Smith, Solo Practitioner

Here’s what you will gain by attending our two-day law firm marketing boot camp:

You will learn how to focus your time, energy, and money on the most effective marketing strategies

You will learn how to better select, train and motivate your other partners and associates to do Rainmaking activities

You will learn where you can ‘cut the fat’ and reduce your costs by eliminating ineffective marketing strategies

You will create a master plan that will guide your firm’s efforts and provide specific goals for your team to achieve in the next 6 and 12 months

You will have a realistic idea of how much money it will take to effectively market your firm

You will see how to use your staff people to delegate parts of the marketing plan to so you can focus on generating more clients for the firm

You will discover dozens of low cost marketing strategies to help you stretch your budget

You will learn how to automate your marketing system to decrease the amount of time you have to spend running it

You will leave with a practical, easy to implement marketing plan for the next 6-12 months

You will see how other attorneys have leveraged technology to beat much bigger firms

You will hear about best practices in legal marketing and gain new insight into what has and has not worked for other attorneys all across the country

You will master the art of marketing on a small budget

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:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

To register, call 888-588-5891 or visit www.RainmakerRetreat.com.

 

 

Law Firm Marketing Rules for 2013: Out with the Old, In with the New (#3 of 5)

2013 is almost upon us, and one of the things you should shed with the old year is any antiquated ideas you may have about law firm marketing. This week, I am listing five of the most common “old rules” and giving you new legal marketing rules to live by in the new year.

Old Rule #3: The law is a noble profession. In times past, it was enough for you to be excellent at your craft. New lawyers could invest the first decade of practice perfecting their pitch.

New Rule #3: Law is a business. As outside pressures narrow your focus on what is truly important (your survival), you must pay attention to the business of your practice and engender a culture of total participation driven by measurable results, where setting and achieving aggressive goals is paramount.

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FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal

One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In a report on the influence of blogs, eMarketer.com found that 51% of Internet users in the U.S. (that’s over 91 million people) read blogs, and they project that usage will go to 60% (150 million) in the next four years!

Still think blogs are a fad?

Here’s what you’ll discover when you read this report:

  • Why you must have a blog in order to stay relevant
  • 3 keys to successful blogging
  • 7 Guidelines for achieving ROI
  • Your 3 choices for managing your blog and social media efforts
  • And much more!

Click now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.


 

Law Firm Marketing Rules for 2013: Out with the Old, In with the New (#2 of 5)

2013 is almost upon us, and one of the things you should shed with the old year is any antiquated ideas you may have about law firm marketing. This week, I am listing five of the most common “old rules” and giving you new legal marketing rules to live by in the new year.

Old Rule #2: Taking care of clients comes first.

New Rule #2: Take care of your business first or you won’t be in business to take care of your clients. Too many times lawyers focus solely on their clients without focusing on the bottom line. The result is devastating: not sending out invoices on time; not raising your rates for years; not actively cross-promoting other services your firm offers; and not staying connected with former clients.

Everything rises and falls on leadership. You must be the one to lead the charge in shifting your firm’s culture from one of passivity into action orientation.

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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. 

To get your complimentary copy online, click 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.  

 

Strategies to Build a Better Law Firm in 2013

As we look toward 2013, here are some strategies to keep in mind that will help you build a better law firm in the new year:

Speed to Market Wins Almost Every Time. Is it more important to have a solid strategy or to execute an imperfect plan? My response may surprise you. Attorneys are notorious for over-planning everything. This becomes a fatal mistake when it comes to marketing.   Your marketing plan should only be focused on what actions you are going to take in the next 90 days. You should be able to easily write it down on one page. Keep it simple and focus on consistently taking action!

Be a Contrarian. Many of our best Rainmaker marketing strategies are based on contrarian thinking. I often tell my clients to look at what their competitors are doing and do the opposite! Not because their competitors are dumb or intentionally doing it "wrong," but because following the herd is the single most common action taken by attorneys in their marketing, especially on the internet. Don't follow the crowd with your marketing; instead, do the opposite.

Eliminate Every Obstacle to Marketing Your Law Firm. What is blocking you from achieving the financial success you deserve? A bad partnership?   A partner or associate or key team member who is distracted and depressed?  No passion for your clientele? Lack of automated systems to run your marketing?  No system for following up with leads and prospects? 

Now is the time to get rid of the dead weight! It's easy to overlook faults when times are good, but they can kill you when times are tough. When you identify a weak link, remove it!

While you're at it, make every attorney and staff member commit to returning every single phone call and email within 24 hours. I'm convinced benign neglect of prospects, clients and referral sources is a major reason why many attorneys are struggling in their business.  

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NEW On-Demand Webinar: Business Development Strategies for Litigators

Business development is especially difficult for litigators, who often work for months on a case and bring it to a successful conclusion, only to find they have a gaping hole of billable time to fill!

Are you or your litigators building the referral network you need to bring in litigation business?

In this new on-demand webinar, nationally recognized business development expert Stephen Fairley and featured guest Larry Bodine, editor-in-chief of Lawyers.com, help you develop a practical plan to grow your litigation practice. Learn:

  • Which strategies you need to put into place in order to obtain repeat business from former clients
  • How to build a referral network to build your practice-even while you are prepping for a trial
  • How to get more referrals from mega-firms who are conflicted out of a case
  • How to identify small firm transactional lawyers who can send you litigation referrals
  • How to focus on the “hottest” areas of practice, as identified by market research
  • Methods our clients use to attract larger clients with bigger cases
  • How to ethically promote your “big wins” to the media and via the Internet
  • How to apply one of the most effective marketing techniques for litigators
  • How to position yourself as an industry expert that attracts highly profitable clients

To get this on-demand webinar, simply click here to access the recording of Business Development Strategies for Litigation Attorneys webinar.

 

The Cost of Christmas

If you were buying everything from the 12 Days of Christmas song, you would need a little over $25k in your budget (see below) – which should be no problem if you’ve learned the secrets of building a multi-million dollar law firm. 

If you haven’t yet learned those secrets, then check out the recording of my interview with nationally recognized attorney John Bisnar following the infographic.

The Cost of 12 Days of Christmas

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7-figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a PDF transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Law Firm Marketing: 4 Steps to Achieving Your Goals in 2013

Ideally, your firm has already made plans and set goals for 2013.  I know that those who attended our Rainmaker Retreat in 2012 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 three months into the year.

Here are 4 rules 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 marketing associates, set up a regular time to meet with someone you trust and who has your best interests at heart and request they help keep you accountable.

Simply knowing that they will ask you about your progress every week can motivate you to stay the course.

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 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 resources 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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FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal

One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In a report on the influence of blogs, eMarketer.com found that 51% of Internet users in the U.S. (that’s over 91 million people) read blogs, and they project that usage will go to 60% (150 million) in the next four years!

Still think blogs are a fad?

Here’s what you’ll discover when you read this report:

  • Why you must have a blog in order to stay relevant
  • 3 keys to successful blogging
  • 7 Guidelines for achieving ROI
  • Your 3 choices for managing your blog and social media efforts
  • And much more!

Click now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

Register for a 2013 Rainmaker Retreat, Get a $400 Gift Free!

We’re closing out 2012 with an irresistible offer for those who want to kickstart 2013 by attending a Rainmaker Retreat, our two-day intensive law firm marketing boot camp. 

If you sign up for a Rainmaker Retreat by midnight PT on Jan. 1, 2013, you will receive a free copy of Rainmaker In a Box Volume 1 ($397 value), a four-DVD set that includes:

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. Stephen has studied best practices in law firm marketing and shares with you the 5 unchanging secrets they 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 Stephen lays out his 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 Stephen pulls back the veil and walks 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 shoe string 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.

Here are what two attendees from our Los Angeles Rainmaker Retreat last weekend had to say about their experience:

“Stephen and his team were superb.  The amount of information is immense and everything is practical.  I am looking forward to transforming my practice.  The Retreat is well worth the time and money.” -- Ryan , CA Personal Injury

“I came into the seminar with a lot of questions, and skepticism about lawyer marketing/SEO processes.  I found the Rainmaker Retreat to be very informative and Stephen Fairley very competent and knowledgeable.  I have found what I am looking for to refine my marketing and online presence.” -- Manual, CA DUI Defense

Here are the dates for upcoming Rainmaker Retreat sessions in 2013:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Click on this Rainmaker Retreat/Rainmaker In A Box Volume 1 Free Gift link now or call 888-588-5891 to register and receive your free gift!

 

Invest Some Time Tomorrow & Reap the Benefit$ in 2013

Tomorrow, Lawyers.com editor-in-chief Larry Bodine and I will be presenting a webinar on How to Leverage Your Firm’s Website to Win Clients.

The one-hour webinar starts at 1 p.m. ET/10 a.m. PT and will teach you:

  • 3 specific strategies that can immediately improve your website conversions
  • What elements you should and should not include on your website
  • How to effectively reach the 65% of consumers who like to gather information about their legal issue long before ever contacting an attorney
  • Ways to leverage top online attorney directories to control your online presence
  • Case studies on how top attorneys are using social media to attract more paying clients
  • Best practices for blogging and why Google loves them so much
  • The fastest ways to get to the top of Google

All it takes is an hour of your time and a little cash ($97) to learn how to reap huge benefits from having a robust online presence in 2013 – a presence that will help you generate more leads and turn prospects into clients.

You’ll also receive a recording of this webinar to watch at your convenience, so if the time doesn’t work for you, you can still register and get this critical information to learn from and share with your firm.

Click on this link to register now for the How to Leverage Your Firm’s Website to Win Clients webinar on Thursday, Dec. 13 at 10 a.m. PT/1 p.m. ET.

 

How to Keep Prospects Engaged Using Your Law Firm Website

Legal websites are a great way to generate leads, but only if you make your law firm website a place qualified leads want to visit repeatedly.

Some law firms make the critical mistake of concentrating their legal marketing efforts on getting prospects to visit - just once. They miss the mark completely if they expect their legal website to be an effective marketing tool without providing compelling reasons for clients to return consistently and repeatedly.

By using your online presence to enhance a prospect’s experience with your firm, you will begin building a strong relationship. One of the easiest ways to do this is by making useful information available via a free special report or eBook. This information can be offered in different formats; posting interesting articles on a regular basis is a sure-fire way to keep clients visiting your legal website.

If you or any member of your firm has written articles or books, you can also use these as legal marketing tools by including a link on your legal website so clients can view or purchase the materials.

Another effective method is to offer free video feeds on your website, specifically addressing issues of importance to prospects. Whatever information you convey to them must be interesting, informative and free of legal jargon.



You should also consider offering a free e-newsletter subscription that will furnish prospects with monthly emails from you that are packed with powerful information that keeps prospects engaged with you.

Successful law firm marketing always relies on one simple principle: make it about the client, not about YOU. 



For more ideas on using your law firm’s website to win clients, attend our webinar later this week, or simply register to receive access to the recording after the live session. Details are below.

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On-Demand Webinar: How to Convert Leads Into Paying Clients

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!

Get this on-demand webinar to 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

You can watch the How to Convert Leads Into Paying Clients webinar at your convenience by clicking here now.

 

 

Law Firm Marketing: Know the 5 Principles That Drive Success

One problem many small law firms and solo practitioners face is how to develop a cost effective marketing plan that will help generate leads without wasting precious time and resources on strategies that don’t work.

Here are 5 principles of law firm marketing that will get you started on developing an effective law firm marketing plan:

People: Identify your target market. Analyze the characteristics of your best and worst clients and determine why they need your services. Look for a niche you can serve.

Product: Pinpoint what services you provide and how you can best present these to your prospects. Put yourself in their shoes. Ensure they know exactly what services they will receive.

Positioning: Study the competition. Learn why you are different from your competition and educate your prospects about why they should hire you and no one else. This convinces clients to do business with you and no one else.

Packaging: This is an important marketing strategy. Project an image that makes people want to work with you. Think about the image that best represents you and creates interest in prospects.

Place: Make sure that a prospective client can find you when they need your services. Build an online presence. Network with other professionals. Give presentations or seminars. Determine which methods work for you when finding new clients. Make your marketing plan an efficient machine.

These 5 principals lay a firm foundation on which to build your law firm marketing plan.  Your next step is to develop a Marketing Action Plan that will lay the foundation for generating leads and converting those leads into paying clients. Want to know how? See below.

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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.

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

 

Learning How to Run a Law Firm at the Rainmaker Retreat

I’m in Los Angeles today wrapping up our 2012 Rainmaker Retreat sessions, which one attorney described so succinctly at our New York visit last month: “It’s where I learned that running my law firm is a lot more than just practicing law.”

Couldn’t have said it better myself. 

Tracy Jong, an intellectual property attorney who also attended our New York Rainmaker Retreat, had some great words of wisdom to pass along to anyone considering attending one of our 2013 law firm marketing boot camps:

We’ve already scheduled Rainmaker Retreat sessions for January and February of 2013; it’s a great way to start a new year, learning what you need to know to run a successful practice and get the lifestyle law firm you’ve always dreamed of.

Here are the dates:

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

Dec. 13 Webinar: How to Leverage Your Firm's Website to Win Clients

According to recent research…

58 million adults looked for an attorney in the past year

76% of them referred to the Internet at some point in their search

While most law firms already have a website, the majority of them don’t produce new cases on a regular basis. Why?

Because they are doing it all wrong!

This live webinar – scheduled for Thursday, Dec. 13 at 10 a.m. PT/1 p.m. ET -- will teach you how to do it right.

Having a website is no longer enough to generate new clients. You also need to harness the power of key online strategies including social media, directories and blogs.

What you really need is a website that converts prospects into paying clients, convinces skeptics to call you first, and turns browsers into buyers!

In this fast-paced webinar, I will be joined by Larry Bodine, editor-in-chief at Lawyers.com, and we will teach you:

  • 3 specific strategies that can immediately improve your website conversions
  • What elements you should and should not include on your website
  • How to effectively reach the 65% of consumers who like to gather information about their legal issue long before ever contacting an attorney
  • Ways to leverage top online attorney directories to control your online presence
  • Case studies on how top attorneys are using social media to attract more paying clients
  • Best practices for blogging and why Google loves them so much
  • The fastest ways to get to the top of Google

If you already have a website, but you’re frustrated because you are not consistently getting new cases from it, then you owe it to yourself to listen in on this webinar.

There are a lot of myths and misconceptions out there.

If you’re tired of listening to hype and want to learn from nationally recognized experts who have been in the trenches, then we invite you to join us.

Time doesn’t work for you? All registrants will receive a recording of this webinar to watch at their convenience. 

Click on this link to register now for the How to Leverage Your Firm’s Website to Win Clients webinar on Thursday, Dec. 13 at 10 a.m. PT/1 p.m. ET.

 

Big Ideas from the Big Apple: NYC Rainmaker Retreat Recap

The aftereffects of Hurricane Sandy were not enough to keep attorneys eager to learn about law firm marketing away from New York City last weekend. We had an outstanding turnout for our two-day legal marketing boot camp; here are some comments from attendees:

Stephanie Taylor, a personal injury and insurance defense attorney from Florida (www.twwlawfirm.com), learned that just being a good lawyer isn’t enough these days:

 

Joe Mitchell, a criminal defense and personal injury attorney from Philadelphia (www.joemitchellattorney.com), talks about how much he learned about what he can implement right away without spending a lot:

 

If you are interested in learning more about law firm marketing, I suggest you attend a Rainmaker Retreat; here are the upcoming dates:

December 7-8, 2012 – Los Angeles, CA

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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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 8,000 attorneys find more and better clients, then click 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.

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

Where to Learn the Law Firm Marketing Strategies That Work for You

With all the law firm marketing options available to you today, it can be difficult to determine which ones to implement to give you the best response rate.

So how do you decide which law firm Internet marketing mediums to invest in, and which to leave for your competition?

The habits of your target market – If your target client is aged 18 to 35, it is likely they rely heavily on social media to communicate and to get their information. Your advertising and outreach marketing efforts should leverage those habits.

Your area of practice – Much the way the habits of your clientele influence your marketing mediums, your area of practice should influence your choices and the way you deliver your message. 

Your competition – If your competitors are all using Google Adwords and targeting the same keywords, you may want to refocus your law firm Internet marketing in an area less crowded. Or find a way to differentiate yourself among all the others.

You can determine the law firm marketing strategies that will work best for your individual practice by attending a Rainmaker Retreat, our two-day law firm marketing boot camp for attorneys

We have designed this 2-day intensive workshop to be loaded with practical content. By the end of the Rainmaker Retreat you will:

  • 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

Our upcoming Rainmaker Retreat dates are as follows:

December 7-8, 2012 – Los Angeles, CA

January 18-19, 2013 – Las Vegas, NV

February 15-16, 2013 – Orlando, FL

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Law Firm Marketing Boot Camp: NYC Rainmaker Retreat Next Weekend

If you’re a small law firm with big growth plans, then you need to attend The Rainmaker Retreat, a two-day law firm marketing boot camp where 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
  • And much more!

More than 8,000 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 what attendees at last month’s Scottsdale Rainmaker Retreat had to say:

“The Rainmaker Retreat was more than promised and absolutely remarkable. It was truly eye-opening and provided me with a tactical approach for developing my practice.” - Dwayne, Partner, Bankruptcy Law

Very eye-opening. Lots of strategic, hands-on approaches to marketing and growing a law practice. Very inspiring, thought-provoking and practical.” - Paul, Partner, Real Estate Law

“This is the best marketing seminar I have attended in my 14 years of legal practice. I look forward to implementing many of the strategies and watching my practice and revenue grow.” - Stephanie, Partner, Elder Law

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 New York 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 next Rainmaker Retreat in New York on Nov. 16-17, 2012.

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FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal

One of the secret tools of Internet marketing for attorneys is the power of having a targeted blog. In a report on the influence of blogs, eMarketer.com found that 51% of Internet users in the U.S. (that’s over 91 million people) read blogs, and they project that usage will go to 60% (150 million) in the next four years!

Still think blogs are a fad?

Here’s what you’ll discover when you read this report:

  • Why you must have a blog in order to stay relevant
  • 3 keys to successful blogging
  • 7 Guidelines for achieving ROI
  • Your 3 choices for managing your blog and social media efforts
  • And much more!

Click now for your FREE REPORT: How to Use Blogs as a Secret Weapon in Your Online Arsenal.

 

How to Capture New Clients in Today's Tech-Savvy World Webinar on Nov. 8

New independent research has discovered that 58 million consumers in the United States sought an attorney in the past year. You could be one of those attorneys if you understand the changes in how consumers look for lawyers today. The traditional method of asking friends, coworkers and neighbors to recommend a lawyer is fast going the way of the dinosaurs.

Join me and Larry Bodine, Editor in Chief of Lawyers.com on Thursday, Nov. 8 at noon ET for a law firm business development webinar on how you can capture new business in today’s tech-savvy world.

Research shows that today:

76% of consumers seeking an attorney in the past year cited using online resources at some point in the process. If you’re not capitalizing on all the available internet-based strategies, you won’t be found.

Most consumers (65%) start by going online to gather information about their legal issue. Attendees will learn how to market themselves to be found at this early point in the process.

39% of consumers turned to search engines when gathering information. Find out which one is the No. 1 choice of consumers so that you can optimize your website.

After Google, consumers used a well-known online legal directory. Attendees will learn which one stands out above all the others, and how to perfect your profile so that it generates new revenue.

Social media is so prevalent that it now affects consumer buying choices. 26% of consumers used social media to research and find a lawyer. Find out which one is the top choice for lawyers who want consumer clients.

Legal blogs are an important online resource for lawyers. 29% of consumers read a lawyer blog when they were searching for a lawyer. Attendees will learn the best practices in lawyer blogs.

Websites were most commonly used in the “finding a lawyer” stage of the process. Attendees will learn which elements of a website pull in new clients.

34% of respondents visited online legal advice forums at the beginning of the search process. Find out how to sign up for an “Ask A Lawyer” forum that is widely read by consumers.

With the popularity of Yelp.com and other review websites, lawyers should know that online ratings make a big difference. 57% of respondents used an online resource to check and compare ratings and reviews of a lawyer or firm. Find out how to tune up your profile to produce new clients.

The live webinar will take place on Thursday, Nov. 8 at 9 a.m. PT/Noon ET. If that time doesn’t work for you, you can still register to receive a recording of the webinar to watch at your convenience. The cost for the webinar is $97.

Click on the following link now to register online for How to Capture New Clients in Today’s Tech-Savvy World webinar.

 

Learn to Create Your Lifestyle Law Firm at a Rainmaker Retreat

I’m at the Scottsdale Rainmaker Retreat today, teaching attorneys eager to learn how to create and implement marketing and business operation systems that will allow them to build their firms to the level they dreamed of when they started out on this venture. 

One of the shifts I’ve witnessed many attorneys experience is the mindset of moving from having a practice to owning a business. Many attorneys initially have the belief that law is a profession and therefore does not need to be marketed like other businesses.

By the time they leave, these same attorneys have often experienced a mind shift towards, “I'm a business owner who just happens to practice law and while the application may be slightly different, the ‘rules of marketing’ apply to my business just like they do every other business.”

Attorneys who attend the Rainmaker Retreat law firm marketing boot camp leave with over 62 proven tools they can immediately use to generate more and better referrals and increase their revenues. It is a weekend that will change your life, and law firm, forever.

If you haven’t taken the time yet to attend a Rainmaker Retreat, you have a couple more chances before the end of the year:

November 16-17, 2012 – New York City, NY

December 7-8, 2012 – Los Angeles, CA

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats, so be sure to register now to receive the $200 discount. 

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Join Me Today for Avvo Webinar on Knowing the Numbers That Run Your Law Firm

Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, partners and owners of law firms can easily determine whether they are on track to achieve their goals or if they need to retool and refocus their marketing and business development effort.

Please join me today -- Thursday, October 18 at 1:00PM ET / 10:00AM PT  -- as I present on behalf of Avvo one of The Rainmaker Institute’s most popular webinars: Key Performance Indicators: Knowing the Numbers That Run Your Law Firm.

If you’re a spreadsheet and data driven individual then you will love this webinar! However, if numbers scare you or you tend to ignore them because you have a hard time making heads or tails of all the different data you see, then this webinar is a “can’t miss” event!

Lawyers who attend this webinar will learn:

- How to easily identify the 12 key metrics your law firm needs to track and measure
- How to set up a system to identify these numbers
- The 7 critical systems every law firm must have
- CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
- How to avoid “paralysis by analysis” and being overwhelmed by too much data
- Delegating roles and responsibility to your staff
- Using software to track your KPIs

Click here to register now for today’s webinar on Key Performance Indicators: Knowing the Numbers That Run Your Law Firm, sponsored by Avvo.

 

 

How to Go From Legal Service Supplier to Strategic Partner

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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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. 

To get your complimentary copy online, click 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.  

 

Law Firm Marketing: How to Recognize and Replicate Your Ideal Client

How often have you wished that you could clone your ideal client? It’s not science that will get you there, but marketing intelligence that can show you the way to attract and retain more of your ideal client.

First, you need to know exactly who your ideal client is. Ask your accounting person to create a spreadsheet listing each client and their historic profitability.

Second, examine that list carefully to see which of your current or past clients made it a practice to refer business to you.

Third, take that group of profitable, referring clients and see what common characteristics they share. More than just demographics – age, income, zip code – look for commonalities in industry, causes they support, interests they have, shared legal issues, etc.

Now you have what you need to create an ideal client profile. 

Once your ideal client profile is created, you can focus on strengthening the areas of your practice that will attract these ideal clients, and targeting your law firm marketing efforts at drawing them in.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Phoenix Area Attorneys: Don't Miss This FREE Oct. 24 Law Firm Marketing Event!

Phoenix area attorneys, consider this a personal invitation to join me and Amy Lieberman, executive director of Insight Mediation Group, LLC for a complimentary speaking engagement and reception on Wednesday, Oct. 24 at 5:30-7:30 p.m. at the Phoenix Convention Center Lecture Hall.

I will be speaking on:

The Lifestyle Law Firm: Lead Generation, Lead Conversion, and Client Retention Strategies for Attorneys

The end result of growing your business is to enjoy a “lifestyle law firm” – one that allows you to lead a life of meaning and purpose and to leave a legacy for your family and friends. Marketing is part of the process you use to achieve those results. The question is, how do you get there? Join us for this fast-paced seminar and discover the secrets I’ve learned from consulting with and training over 8,000 attorneys.

Amy, who has been listed in “Best Lawyers in America” for Alternative Dispute Resolution since 2004, will be speaking on:

The Changing Roles of Legal Counsel & the New Definition of Success

Date: Wednesday, October 24, 2012, 5:30-7:30pm

Location: Phoenix Convention Center Lecture Hall, West Building

Cost:  FREE. Capacity is limited, RSVP is required.

Dress:  Business Casual

Sponsored By:           

This event is free, but you need to register since space is limited. Click here to register online now.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a pdf transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line.

 

 

New Rainmaker Retreat Date Added: Dec. 7-8 in Los Angeles

Had a phenomenal turnout at our Orlando Rainmaker Retreat last weekend and we’ll have the room full on our upcoming session in Scottsdale on Oct. 26-27. 

Attorneys are really getting on board with their marketing outreach – so much so that we’ve added another session before 2012 comes to a close:

Friday, Dec. 7 & Sat., Dec. 8

The Westin Bonaventure Hotel and Suites

404 South Figueroa Street

Los Angeles, CA 90015

Michael DellaMonaca, an estate planning attorney from Massachusetts, was in Orlando with us last weekend and talks about the value of getting a step by step action plan to effectively use online marketing strategies to grow a law firm:

If you’d like to learn more about mastering law firm marketing, attend a Rainmaker Retreat before the end of 2012:

October 26-27, 2012 – Scottsdale, AZ

November 16-17, 2012 – New York City, NY

December 7-8, 2012 – Los Angeles, CA

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats, so be sure to register now to receive the $200 discount. 

Go to www.rainmakerretreat.com or call 888-588-5891 to register now.

 

Are You Ready for a Rainmaker Retreat? Here's How to Tell

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:

“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 with 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 October 4-5 in Orlando – go to www.rainmakerretreat.com or call 888-588-5891 to register now.

Other upcoming Rainmaker Retreat dates:

October 26-27, 2012 – Scottsdale, AZ

November 16-17, 2012 – New York City, NY

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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 Fairley 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 now for your free report on 4 Myths That Keep Attorneys from Building a Referral-Based Practice.

 

The Do's and Don'ts of Answering Legal Questions on Avvo

Had an interesting question asked of me at last weekend’s Rainmaker Retreat in Orange County – what is the right way to answer a legal question on Avvo?  There was so much head-nodding and note-taking as I answered, I thought I would share my response here:

1.     Answer questions quickly. Avvo rewards attorneys who respond first by increasing Contributor Points.  You can receive email alerts when questions are posted in your location and practice area.

2.     Answer as many questions as possible.  Avvo awards Contributor Points every time you answer a question.  Your goal is to become a “Top Contributor”, which Avvo recognizes by posting your photo and profile on the major pages of their site.  Unsurprisingly, Top Contributors are the most viewed attorney profiles on Avvo.

3.     Answer questions thoroughly.  This is a great way to demonstrate the depth of your knowledge in your area of practice.  You need to provide answers that provide consumers with a perceived value.

4.     Only answer questions you have the expertise to answer.  Often, attorneys are tempted to try to gain Top Contributor status by grabbing and answering every question they can.  Unless you can speak thoroughly and knowledgeably on each subject, don’t answer.

5.     Provide meaningful answers.  Never post an answer that simply says “you need to hire an attorney” in different words over and over again.  This is counterproductive to your desire to appear as an expert, and Avvo does not look too kindly upon this kind of answer.

This is just some of the helpful information you’ll receive at a Rainmaker Retreat.  See below for more details on upcoming sessions.

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Book an Upcoming Rainmaker Retreat and Get an Early Bird Discount

We have two more Rainmaker Retreats coming up in October and one in November:

 

October 5-6, 2012

Orlando, FL

 

 

October 26-27, 2012

Scottsdale, AZ

 

 

November 16-17, 2012

New York City, NY

 

 

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats in Scottsdale and New York, so be sure to register now to receive the $200 discount.

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

Discover How to Double Your Revenue at a Rainmaker Retreat

I’m in Orange County, CA today at the Rainmaker Retreat, our two-day law firm marketing boot camp. The growing demand for our law firm marketing seminars is keeping me on the road every month, but I love seeing the veil of confusion lift from the faces of all the lawyers  who attend a Rainmaker Retreat when we explain in plain terms how they can double their revenues within a year.

Michael Grennier of Grennier Law, a bankruptcy and personal injury law firm in Ventura, attending our Vegas Rainmaker Retreat last month:

We have two more Rainmaker Retreats coming up in October and one in November:

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

November 16-17, 2012 – New York City, NY

You can still get in on our Early Bird Discount for our upcoming Rainmaker Retreats in Scottsdale and New York, so be sure to register now to receive the $200 discount.

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

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

NEW Webinar on Sept. 18: Business Development Strategies for Litigators

Business development is especially difficult for litigators, who often work for months on a case and bring it to a successful conclusion, only to find they have a gaping hole of billable time to fill!

Are you or your litigators building the referral network you need to bring in litigation business?

Do you know which industries or types of litigation to pursue?

How do you stay connected with former clients so you can capture 100% of their repeat business?

What are you doing to promote the “big wins” your firm has in the media and online to attract other big cases?

Does your online profile highlight your achievements and accomplishments for potential clients who are conducting a “credibility search”?

Which business development techniques work best for litigation attorneys and firms?

Listen in on Tuesday, Sept. 18 at 1 p.m. ET as nationally recognized business development expert Stephen Fairley and featured guest Larry Bodine, editor-in-chief of Lawyers.com, help you develop a practical plan to grow your litigation practice. Learn:

Which strategies you need to put into place in order to obtain repeat business from former clients

How to build a referral network to build your practice-even while you are prepping for a trial

How to get more referrals from mega-firms who are conflicted out of a case

How to identify small firm transactional lawyers who can send you litigation referrals

How to focus on the “hottest” areas of practice, as identified by market research

Methods our clients use to attract larger clients with bigger cases

How to ethically promote your “big wins” to the media and via the Internet

How to apply one of the most effective marketing techniques for litigators

How to position yourself as an industry expert that attracts highly profitable clients

If the scheduled webinar time doesn’t work for you, you can still get access to a recording of the live webinar to watch at your convenience.  Simply click here to register online for the Business Development Strategies for Litigation Attorneys webinar – everyone who registers receives access to the recording of the live webinar, so you can watch it again or for the first time!

Learn How to Increase and Convert Leads at a Rainmaker Retreat

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?

Let me explain:

If you want to know more about getting leads and then converting them into paying clients, then I invite you to attend a Rainmaker Retreat, our two-day law firm marketing boot camp. Here are all the upcoming dates for 2012:

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

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

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Get All the Law Firm Marketing Strategies You Need to Create A 7-figure Law Practice with Rainmaker In A Box: Volume 2!

Newly released! Rainmaker in a Box: Volume 2 includes:

8 Proven Steps for More & Better Referrals

Discover the proven step-by-step system used to double your referrals from current and former clients and how to build a network of strategic referral partners. Top attorneys have used this exact system to double their referrals in 6 months or less!

7 Strategies to Recession Proof Your Law Firm

Watch and learn as I walk you through the specific strategies top lawyers are using to increase their revenues in this tough economy-and it doesn’t include reducing their fees!

6 Keys to Unlocking the Secrets of Social Media

Social media has emerged as the fastest way to build a massive platform of prospects! I pull back the curtain and let you in on little known secrets of how attorneys are generating dozens of leads every month from social media.

5 Core Components for Highly Successful Websites & Blogs

My interview with nationally recognized personal injury attorney John Bisnar on how his law firm uses search engine optimization and internet marketing to drive tens of thousands of unique visitors every month to his 30 websites and 10 blogs. Discover proven techniques for converting website visitors into paying clients.

Data DVD: 
Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you experience these information-packed DVDs!

Click here now to order!

 

Law Firm Marketing for Solos: How Niches Can Lead to Riches

Solo practitioners face a never-ending challenge of taking whatever business comes in over the transom in order to pay the bills, or concentrating on one area to build a niche practice. It becomes a question of short-term focus vs. long-term strategy – and I realize that most solos need to balance both in order to survive.

However, for the long term, nicheing your practice is definitely the way to go. This does not limit you; rather, it helps you better focus your efforts and build a strong base of business.

There are 4 common ways to determine your niche:

Service Niche: labor/employment, complex litigation, immigration, healthcare, IP, etc.

Industry Niche: transportation, construction, energy, real estate development.

Geographic Niche: L.A., Southern California, Chicagoland, DFW Metroplex, etc.

Specialty Market Niche: privately held companies, Fortune 500, physicians, white collar executives, blue collar construction workers, Spanish-speaking only, developers, commercial lenders.

Another way to help determine your niche is to track the inquiries from prospective clients to determine what’s drawing them to you and your services. See if they don’t begin to naturally fall into one or more groups. Becoming aware of these commonalities is a way to let your niche find you, helping you develop your law firm marketing.

It’s fine to have more than one specialty or niche. Often attorneys have a bread and butter niche – a segment that can afford to pay them well -- and another one that they love working with but that pay lower rates. Sometimes it’s helpful to test the waters to see if there’s a demand for your specialty. You can continue working with an established clientele as you determine whether or not to branch out into a new practice area.

Once you niche your practice, you will find that referrals come more readily to you, since it will become clear in referral source’s mind just exactly what it is you do. 

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

How to Create an Effective Positioning Statement for Your Law Firm

The goal of an effective positioning statement in your law firm marketing strategy is to clearly define what perception you want to instill in your clients’ minds when they think of how your law firm practices a particular area of law.

In the end, your law firm marketing positioning statement must be:

Unique – it must clearly differentiate you from your competitors and your other areas of practice

Positive – it must create a positive image in the clients mind.

Memorable – While your clients certainly do not have to know or recall the specific words you use to describe your unique position, the key ideas should come through loud and clear.

Use these 5 steps to create your law firm marketing positioning statement:

Step 1: Know and Understand Your Competition

  • Names of law firms
  • Names of their partners
  • Which services they do and do not provide
  • How much they charge (per hour, any retainer size)
  • Who they target with their legal marketing efforts
  • Approximate annual revenues
  • Which law firm marketing techniques they use to find clients
  • Growth strategies

Step 2: Know How the Top 3 Position Themselves

  • Elite?
  • Inexpensive?
  • The biggest firm in the region, in the field?
  • Highly-specialized?
  • Bi-lingual?

Step 3: Know Their Strengths and Weaknesses

  • Do they have a reputation for settling out of court or do they litigate more often than your firm does?
  • What is their win-loss record?
  • What do they do better than you do?
  • What do they not do well?
  • Where are they vulnerable?

Step 4: Identify What is Unique About Your Area of Practice Relative to the Competition

Once you know your competition very, very well, the next step is to use that information to clarify how you are:

  • Different
  • Better
  • Faster
  • More responsive
  • More experienced
  • Smarter

Step 5: Articulate Your Position in Two Sentences or Less

When you are able to clarify your law firm marketing position in a concise manner, it is easier for you, your associates to remember it, articulate it, emulate it and use it to guide your law firm marketing messages.

That is where the greatest value comes. The result is a consistent, clear voice that guides your interaction with clients and your law firm marketing efforts.

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Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

At The Rainmaker Institute, we define a “7 figure lifestyle law firm” as one that allows you to have the lifestyle that you want to live!

It’s more than just money or achieving a million dollars in revenue.

It’s about creating a lifestyle where you do what you love and building a business around your core values and interests.

In this recording of an interview between Stephen Fairley, CEO of The Rainmaker Institute, and nationally recognized attorney John Bisnar, Stephen asks John to share with us some of the secrets he has used to create a law firm that allows him to go into the office only one day a week and take, on average, 3 to 4 months of vacation every year - all the while managing a very successful, multi-million dollar law firm!

You will receive either a CD or MP3 recording, plus we will email you a PDF transcript of the interview.

This interview will help you discover:

  • The difference between a law practice and a business
  • How to identify superstar employees to help you run your business
  • The difference between an Office Manager and a Business Manager
  • The 7 essential systems your firm must have & how to implement them
  • How to micromanage the client experience
  • Critical keys to success
  • And much more!

Click this link now to order Secrets to Building a 7-Figure Lifestyle Law Firm: Proven Strategies from the Front Line

 

How to Avoid the Legal Marketing Mistakes That Can Doom Your Practice

Did you know…

There are more than 1.25 million attorneys in the United States.

44,000 new ones graduate every year.

98% of all attorneys end up in a small law firm with fewer than 50 attorneys.

The size of the U.S. legal industry is estimated to be in the hundreds of billions of dollars annually. 

Yet the majority of attorneys continue to struggle to create a financially successful practice. Why?

We have found the common denominator of attorneys who struggle with practice building is that they believe the best use of their time is to practice law. You are not in the business of practicing law. You are in the business of building relationships (also known as marketing) so that you can practice law.

A lot of my clients say, “But Stephen, I don’t have time to market my practice.” My reply is always the same: “Either take time now on a consistent basis or you will have plenty of time later when your client base dries up.”

Building a successful practice isn’t magic -- it is work and it takes a lot of time, energy and money. Every attorney who starts a new practice fully intends to succeed; yet according to research, more than half of them still fail.

We have helped thousands of attorneys achieve their goals of creating a financially successful and personally satisfying legal practice.  Learning the ins and outs of Internet marketing for law firms is especially critical these days – which is why I’m offering a Labor Day special of 50% off one of our most popular webinars on legal marketing. See below for details.

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50% Off On-Demand Webinar: 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make

The Internet is one of the most cost effective lead sources for today’s attorneys. This fast-paced on-demand webinar provides all the details on how 7-figure attorneys are using the internet, search engine optimization, their websites and blogs to find more and better clients for their law firm, including:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • 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 law firms

Now through Labor Day – midnight PT on Monday, Sept. 3 – you can get this on-demand webinar for 50% off its regular price. You pay only $48.50 for one of The Rainmaker Institute’s most popular webinars!

To take advantage of this Labor Day special pricing, click on the following link for your copy of 5 Internet Marketing Mistakes Your Law Firm Can't Afford To Make webinar.

 

Teaching Old Dogs New Tricks at the Rainmaker Retreat

I hesitate to call experienced attorneys like Michael Potter an “old dog,” but as you will see from his video below, he has a good sense of humor and probably won’t mind a bit.

The fact is, Michael is a highly experienced asset protection lawyer who is already doing many things right when it comes to law firm marketing. But he’s also smart enough to know the importance of keeping those marketing skills sharp, so he attended our Las Vegas Rainmaker Retreat last weekend. Here’s his synopsis of his experience:

Whether you know law firm marketing or just want to hone your skill set, a Rainmaker Retreat is a great way to do it. We have several Fall sessions scheduled:

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

The Early Bird Discount for our Orlando Rainmaker Retreat ends on September 7, so be sure to register before then to receive the $200 discount.

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

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Rainmaker Retreat Preview: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

A Graphic Look at the Legal Profession in 2012

I ran across the infographic below a few days ago and am just beginning to wrap my mind around the fact that it says only around 62% of law school graduates this year will find a job – down more than 20% from 2011!

And if you’re a lawyer in California, Texas, Illinois, Florida, Ohio, Pennsylvania, New York or New Jersey, you’re facing the most competition for legal services. So how do you prevail?

As I was explaining to our Rainmaker Retreat attendees in Las Vegas last weekend, in today’s environment, attorneys must be able to differentiate themselves and clearly answer the #1 question in prospect’s minds, “Why should I hire you versus anyone else or doing it myself?”

Many attorneys try to position themselves against other attorneys by comparing “apples to apples,” I hear all the time, “I’m a good quality attorney with low prices and offer great service.” That does NOT differentiate you. It puts you in the mix with your competitors and makes you a commodity.

Commodities are always based on price, so this is a dangerous game to play. Rather, you need to position yourself so people are comparing others who do what you do as “apples to oranges.” This way you become the go-to attorney in that field. To create a powerful positioning statement you need to focus on the “Benefits, Results, Solutions and Values” your firm offers.

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PI Attorneys: Register Now for PILMMA Fall Summit Sept. 21-22 in Las Vegas

Join me at the Personal Injury Lawyers Marketing and Management Association (PILMMA) Fall Legal Marketing & Management Summit on Sept. 21-22 in Las Vegas, when I will be making a special presentation on 5 Proven Strategies to Double Your Referrals.

There are a host of other nationally renowned speakers who will be joining me for this prestigious summit, including:

James Mitchell Brown, author of the book Marketing for the Contingency Fee Law Firm, is the nation’s leading consultant for contingency fee firms. Brown has been an attorney since 1973.  He formed Attorney Consultant Inc. in 2004 and has been recognized throughout the country for his expertise in teaching marketing and business management skills to attorneys.

Mark Wolfe has been practicing in the area of personal injury litigation since 1987 with an emphasis on auto-negligence cases. He is a partner in the Mobile, Alabama firm of Boteler, Finley & Wolfe. He has tried over 200 car crash cases to verdict and handled over 3500 car crash claims or cases.

Patrick Anderson will share the strategies and results of successful PI attorneys who are using iPhone apps to bring in “winnable cases”. His Case Study documents a step-by-step marketing blueprint used by PI firms to generate thousands of legal app downloads in a few short months.

For those who are not already members of PILMMA, you will be able to attend this two-day summit and get two months of PILMMA Gold Membership rights at one all-inclusive rate. PILMMA members and non-members can register online -- simply click this link and learn how you can start snagging these big cases for yourself!

 

Announcing Fall 2012 Rainmaker Retreat Dates

Fall is almost here and so is the next group of Rainmaker Retreats!  These information-packed law firm marketing seminars are designed to give small firm and solo attorneys the guidance you need to go back and develop legal marketing strategies that will allow you to build the type of practice you have always wanted. 

The information presented ranges from legal marketing systems and techniques to Internet and social media marketing for attorneys.

The Fall Rainmaker Retreat schedule includes the following dates and locations:

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

The Rainmaker Retreat is different from other marketing seminars in several ways:

First, it is specifically designed for Attorneys at small law firms and solo practitioners.  While attorneys at larger firms can benefit from the information presented, it is presented with the Small law firm and solo attorney in mind.

Second, it is a working retreat.  You will be creating many of your plans during the retreat.

Third, it is NOT an introductory course. We work very hard to make the material easy to understand and simple to apply, but please understand this is an advanced, in-depth, hard-hitting course.

Fourth, it is designed to maximize the your Return on Investment. Everything about this workshop is focused on one goal—helping you achieve the best results by finding more and better clients in the least amount of time using the least amount of money possible.

Fifth, it offers a 100% Satisfaction Guarantee. We are so confident you will benefit from the Rainmaker Retreat that we offer a 100% satisfaction guarantee. If you are not completely satisfied at the end of the first day, just let us know, turn your materials in and we will refund your money.

If you are looking to revolutionize your law firm marketing, register now for one of the Rainmaker Retreats. 

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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!

 

Why Attend a Rainmaker Retreat? It Works!

If you’re wondering why you should attend one of our Rainmaker Retreats, you need to hear from Nick De Blouw, who came to our San Francisco session last month:

Nick witnessed firsthand how an associate in his firm implemented the law firm marketing strategies he learned at a Rainmaker Retreat two years ago; Nick came to San Francisco to learn for himself how to reap the same rewards as his associate and I have no doubt he will exceed his own expectations.

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

August 24-25, 2012 – Las Vegas, NV

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

October 26-27, 2012 – Scottsdale, AZ

There’s still time to sign up for our Las Vegas Rainmaker Retreat this weekend, and join attorneys who have already registered from Arizona, California, Washington, D.C., Florida, Indiana, Illinois, Oklahoma, Oregon, Texas, Washington and West Virginia as well as Canada! 

The Early Bird Discount for our Orlando Rainmaker Retreat ends on September 7, so be sure to register before then to receive the $200 discount.

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

 

PI Attorneys: Register Now for PILMMA Fall Summit Sept. 21-22 in Las Vegas

Join me at the Personal Injury Lawyers Marketing and Management Association (PILMMA) Fall Legal Marketing & Management Summit on Sept. 21-22 in Las Vegas, when I will be making a special presentation on 5 Proven Strategies to Double Your Referrals.

There are a host of other nationally renowned speakers who will be joining me for this prestigious summit, including:

James Mitchell Brown, author of the book Marketing for the Contingency Fee Law Firm, is the nation’s leading consultant for contingency fee firms. Brown has been an attorney since 1973.  He formed Attorney Consultant Inc. in 2004 and has been recognized throughout the country for his expertise in teaching marketing and business management skills to attorneys.

Mark Wolfe has been practicing in the area of personal injury litigation since 1987 with an emphasis on auto-negligence cases. He is a partner in the Mobile, Alabama firm of Boteler, Finley & Wolfe. He has tried over 200 car crash cases to verdict and handled over 3500 car crash claims or cases.

Patrick Anderson will share the strategies and results of successful PI attorneys who are using iPhone apps to bring in “winnable cases”. His Case Study documents a step-by-step marketing blueprint used by PI firms to generate thousands of legal app downloads in a few short months.

Here are some comments from last year’s summit attendees:

For those who are not already members of PILMMA, you will be able to attend this two-day summit and get two months of PILMMA Gold Membership rights at one all-inclusive rate. PILMMA members and non-members can register online -- simply click this link and learn how you can start snagging these big cases for yourself!

 

8 Reasons Your Practice Needs a Law Firm Marketing Plan

A marketing plan increases your chances of survival over the long haul. A solid, well-planned guide keeps you from making serious mistakes that can quickly sink your business.

A marketing plan provides structure. Creating a solid business plan provides structure and a context for everyday activities, while helping to fit daily activities into the context of a larger, more strategic plan of how you are going to grow your business. 

A marketing plan keeps you on track. Staying on track amidst the day-to-day distractions and assessing opportunities to see if they fit with your long-term goals is another way that a comprehensive marketing plan can help you stay on track.

A marketing plan helps you tally the cost of creating before you start building.  By knowing your financial costs and risks ahead of time, you can more effectively plot your growth strategy and manage your budget. 

A marketing plan helps you think outside the box.  Emulating someone else’s business model simply because you don’t want to devote the time and resources to developing your own marketing plan is fraught with a number of dangers. For example, if you copy someone else’s business model, you will likely wind up copying their mistakes as well. You can also miss opportunities that are perfect for your business because of your distinctive experience, knowledge, background, location, or target demographics. 

A marketing plan helps you create a vision for the future. In the end, your business will be driven by your vision -- and the process of developing that vision is critical to your business success.

A marketing plan helps you evaluate your success. It is crucial to set up measurable objectives in advance so you are able to compare your results against those objectives to learn where you succeeded and where you fell short.  If you don’t know where you are going, how will you know when you get there?

A marketing plan demonstrates you are committed to your business. Being committed to growing your business starts with laying a good foundation for that future growth, with clearly delineated steps for those in the organization to follow so they can contribute to your success.

You can learn what you need to know about creating a law firm marketing plan by attending a Rainmaker Retreat, our two-day legal marketing boot camp. See below for more details.

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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 8,000 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.

Upcoming dates for the Rainmaker Retreat include:

August 24-25, 2012 – Las Vegas, NV

September 14-15, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

Instead of us telling you how these 2 days will transform your practice, listen to your peers describe their experiences in their own words by clicking here to order your complimentary DVD right now.

 

Sacrifice Your Sacred Cows to Reinvent Your Practice

Economy got you down? When the economy takes a turn for the worse is the perfect time for you to think about doing things differently.

Those “sacred cows” – the way you have always done things – may need to be sacrificed in order for your practice to thrive. Now is the time to challenge the traditional ways of doing business and think creatively about your practice model. The way you conducted business in the past may no longer work for you now. 

Tough economic times often bear witness to a number of paradigm shifts -- breaking out of a familiar pattern in order to create a new one. Too often, we get caught up in doing what is comfortable and what has worked in the past.

We do things based on rules that make sense at the time. Then, with the passage of time, things change. The primary reasons for the rules may no longer exist, but we continue to follow them because the rules are already in place.

Ask yourself these thought-provoking questions:

  • Can you provide your services at a lower cost without sacrificing quality?
  • How price-sensitive are your customers?
  • If you were starting your practice today, how would you structure it to fit with current economic realities?
  • What areas of your practice are the most profitable?
  • Are there any opportunities to expand upon a profitable service, or eliminate those that are a drain on profits?
  • Does your current client base provide opportunities for growth?

To reinvigorate your practice in today’s economic environment, consider making one change in your practice that makes sense today. You should also consider taking in our August 16 webinar that features my interview with top divorce attorney Lee Rosen on How to Make Flat Fee Billing Work for Your Law Firm; the details are below.

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August 16 Webinar: How to Make Flat Fee Billing Work for Your Law Firm

Lee Rosen is one of America’s top divorce attorneys and practice management specialists who transformed his practice from relying on hourly billing to charging flat fee prices.

On Thursday, August 16, at 2 p.m. ET, tune in for my one-hour interview with Lee as he explains in detail how he set out to fix his cash flow several years ago and in doing so he fundamentally changed his practice – for the better!

As a direct result of his “radical” decision to switch to flat fee billing (which many of his colleagues told him couldn’t be done), his revenues have never been higher, his profit margins are larger, and he’s building a lifestyle law firm!

Listen in as we focus on hot topics like:

  • Why your clients will love flat fee billing
  • How to use flat fee pricing as a major differentiating factor
  • The inherent conflict of charging by the hour
  • Specific steps on how to position it with clients
  • Which practice areas can benefit from flat fee billing
  • Real world case study for consumer law attorneys
  • Practical considerations for litigation-based practices
  • How to improve your cash flow using flat fees
  • Best practices when implementing flat fee billing
  • 3 quick and easy ways to get started
  • Potential pitfalls to avoid when setting up your system

Register now for this exciting one-hour interview with Lee Rosen on How to Make Flat Fee Billing Work for Your Law Firm

If the time of this webinar doesn’t work for you, you can receive a recording of it to watch at your convenience; all you need to do is register now.

 

August 16 Webinar: How to Make Flat Fee Billing Work for Your Law Firm

Lee Rosen is one of America’s top divorce attorneys and practice management specialists who transformed his practice from relying on hourly billing to charging flat fee prices.

On Thursday, August 16, at 2 p.m. ET, tune in for my one-hour interview with Lee as he explains in detail how he set out to fix his cash flow several years ago and in doing so he fundamentally changed his practice – for the better!

As a direct result of his “radical” decision to switch to flat fee billing (which many of his colleagues told him couldn’t be done), his revenues have never been higher, his profit margins are larger, and he’s building a lifestyle law firm!

Listen in as we focus on hot topics like:

  • Why your clients will love flat fee billing
  • How to use flat fee pricing as a major differentiating factor
  • The inherent conflict of charging by the hour
  • Specific steps on how to position it with clients
  • Which practice areas can benefit from flat fee billing
  • Real world case study for consumer law attorneys
  • Practical considerations for litigation-based practices
  • How to improve your cash flow using flat fees
  • Best practices when implementing flat fee billing
  • 3 quick and easy ways to get started
  • Potential pitfalls to avoid when setting up your system

Register now for this exciting one-hour interview with Lee Rosen on How to Make Flat Fee Billing Work for Your Law Firm

If the time of this webinar doesn’t work for you, you can receive a recording of it to watch at your convenience; all you need to do is register now.

 

Learn the Fastest Way to Financial Independence at a Rainmaker Retreat

Financial independence is something all business owners work for, no matter what type of business they are in. The ability to build a “lifestyle law firm” – one that enables you to do what you want, when you want to do it – is the key to financial independence for attorneys.

So how do you start building your own lifestyle law firm? By attending a Rainmaker Retreat.

And you don’t have to just take my word that it works:

“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)

"It's been 2 years since I first attended the Rainmaker Retreat. It was a very powerful marketing learning experience for me. It dramatically changed the way I market and manage my practice. I came home with 19 action items, specific tips, tools and techniques I could immediately put into practice. Most of those action items are up, running and contributing to my bottom line. My partner and I are looking to net double our best year ever, by July 1st. The strategies and techniques taught at the Rainmaker Retreat are some of the tools that assist me to move to the next level of financial success.” - John Bisnar (Founder of Bisnar Chase, California Catastrophic Injury and National Auto Defect Attorneys)

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.” --Kevin Leckerman, Esq. (Criminal Defense Attorney)

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:

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

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

 

Declare Your Independence from Law Firm Marketing Inexperience: Rainmaker in a Box Volume 1 Now 50% Off Thru July 4!

Can all the strategies to create a 7 figure law practice get stuffed into one box?

They can if it’s our Rainmaker In A Box, Vol. 1!

If you know anything about online marketing and the Internet, you know that nothing stays the same for very long. Tricks that got your website on the first page of Google search results 6 months ago are old hat and ineffective.

Fortunately, we stay on top of the trends and cutting edge strategies for you.

We have one aim in mind – to teach you how to use these little known strategies so you can get more and more qualified leads and dominate your marketplace; to help you create the law firm of your dreams.

Cutting edge strategies! Discover how top attorneys are growing their top line revenues, generating leads from social media and the internet, and increasing the quantity and quality of their referrals!

Rainmaker in a Box, Volume 1 includes:

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. We have studied best practices in law firm marketing and share with you the 5 unchanging secrets they 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 my 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 walks 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 shoe string 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.

Data DVD: Includes all 4 PowerPoint slides for all 4 presentations. We recommend you print all these off and take notes on them as you watch the 4 intense DVDs.

This Independence Day offer expires at midnight ET this Friday, July 6, so click now on this Rainmaker in a Box Volume 1 Independence Day Special link to get this $397 DVD series for only $198!

 

Learn How to Run a Successful 21st Century Law Practice at a Rainmaker Retreat

More than 8,000 attorneys have learned how to build a robust referral network, attract and retain new clients by applying our proven Rainmaker System to their law firm marketing practices.  Many of these have done so by attending our two-day law firm marketing boot camp, the Rainmaker Retreat.

Listen as Nick Geroulis, a community banking attorney in Chicago, talks about his experience at our recent Chicago Rainmaker Retreat:

A few more comments from recent Rainmaker Retreat attendees:

“Beyond eye-opening! Marketing is a real moving target and now faster then ever. Stephen gave some great ammunition to attack it.”- Jeffrey Bloom

“Anyone who attends this seminar will have the tools to take their practice to the next level and the level after that.”- Leressa Crockett

“The program was a wake-up call. It helped me see where I need to improve client contact and focus on sales.”- John O’Boyle

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:

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

September 14-12, 2012 – Orange County, CA

October 5-6, 2012 – Orlando, FL

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

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Free Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most eager attorney pause.

In his new one-hour webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

 

June 27 Webinar: You Do NOT Want to Miss My Interview with NJ Attorney Donald Scarinci on the Dewey & LeBoeuf Debacle!

Mark your calendars now for next Wednesday, when I will interview leading New Jersey business law attorney Donald Scarinci, a law firm management authority and Founding Partner of Scarinci Hollenbeck, during a live webinar on Wednesday, June 27, 2012 at 2 p.m. ET on Lessons From Dewey & LeBoeuf: 5 Biggest Reasons Why Law Firms Fail.

Donald is a nationally recognized thought leader on law firm management and has been instrumental in making Scarinci Hollenbeck one of the fastest growing mid-sized law firms on the East Coast. 

He currently serves as Managing Partner of the Lyndhurst, NJ-based law firm and is a regular columnist on the Martindale.com blog, one of the most widely read websites for lawyers. Donald blogs on constitutional law issues on his Constitutional Law Reporter website and has worked with many of the largest New Jersey municipalities and counties, as well as numerous planning and zoning boards, economic development authorities, colleges, school boards, utility authorities, and other public sector entities at every level of municipal, county, regional and state government.

As Donald has noted about the Dewey & LeBoeuf debacle, “While criminal allegations, lush multi-year contract guarantees and big debt dominate the Dewey news coverage, most of the analysis of why Dewey failed is wrong either in whole or in part. The underlying reasons for the firm’s troubles are far less complicated than analysts have speculated thus far.”

He will spell out what he believes the real reasons are for the Dewey bankruptcy – and how your firm can avoid these common pitfalls -- in our one-hour webinar next Wednesday, June 27 at 2 p.m. ET. 

All registrants will receive a recording of the webinar, so if the time doesn’t work for you, you can still hear it all. To register online, visit www.mylawfirmmarketing.com/webinar-reasons-firms-fail-sm/.

 

FREE June 22 Telesummit: Small Law Firm Management 101

I will be taking part in a free Small Law Firm Management 101 Telesummit on Friday, June 22 that brings together a number of experts to help small law firms and solos better manage their practices for growth during five one-hour segments:

11 a.m.-Noon ET -- Borbala Banto on What The Numbers Are Trying To Tell You About What’s Really Happening In Your Law Firm

2-3 p.m. ET --Ridgely Goldsborough on Attract Your Ideal Clients Online-- How to use video marketing to rapidly build a practice based on loyal ideal clients

3:30-4:30 p.m. ET --Michael Carroll on Stop Paying THOUSANDS Too Much Annually for Less than Protection on your Lawyer’s Professional Liability Insurance

5-6 p.m. ET -- John Grow on How to Manage DEADLINES to Save Money, Reduce Risk and Sleep Better

I will be presenting a one-hour session on How to Generate Referrals & Repeat Business with a Newsletter beginning at 12:30 p.m. ET. 

It's difficult for most busy attorneys to stay connected with clients, prospects, and referral sources-especially over a long period of time. But we all recognize that cultivating those relationships is critical to your firm's success. One of the most cost effective forms of legal marketing, a monthly newsletter, is also one of the least utilized.

I will teach you about the practical steps to take to get your newsletter up and running quickly and how to use it as a real advantage for getting more and better clients.

Join me to discover:

  • The 2 biggest reasons why your firm isn’t getting more referrals and repeat business and what to do about it
  • Why you need to know about the law of 7 touches
  • The top 5 reasons why attorneys believe newsletters don't work
  • Should you send out a print or electronic newsletter?
  • The 10 biggest reasons why every law firm must have a monthly newsletter
  • What topics people want to read about in your newsletter
  • Which software you should use to send your own newsletter
  • Realistic options for creating a powerful newsletter that will get read and passed around
  • What are “open rates” and “click through rates” and why you should care?
  • Case studies of how attorneys are using newsletters to generate repeat business and referrals

This blockbuster Telesummit is free, but you have to register, which you can do online by clicking on this Small Law Firm Management 101 Telesummit link now.

 

June 27 Webinar: Lessons From Dewey & LeBoeuf: 5 Biggest Reasons Why Law Firms Fail

With the spectacular announcement of the biggest bankruptcy in law firm history, Dewey & LeBoeuf stunned the legal community. Now comes the work of dissecting what went wrong and how their competitors can avoid a similar fate.

On Wednesday, June 27, tune in to this highly interactive webinar, where you will watch nationally recognized law firm marketing expert Stephen Fairley interview Donald Scarinci, Managing Partner of Scarinci Hollenbeck, one of the fastest growing mid-sized law firms on the East Coast and a nationally recognized thought leader on law firm management.

Join the discussion and discover:

  • The 5 biggest reasons why law firms fail and how you can avoid a similar fate
  • How fast growing firms can avoid the pitfalls that brought Dewey & LeBoeuf to its knees
  • How Scarinci Hollenbeck went from relying almost entirely on “word of mouth” marketing to being featured in the Wall Street Journal for their cutting edge approach to social media in less than 6 months
  • What Managing Partners and law firm administrators need to know now to compete
  • Marketing and managing your firm in today’s roller coaster economy
  • A “behind the scenes” case study of how Scarinci Hollenbeck has adapted to the new realities
  • Effective tools multi-attorney firms can use to market a variety of partners and practice areas

The June 27 webinar onLessons From Dewey & LeBoeuf: 5 Biggest Reasons Why Law Firms Fail is scheduled for 11 a.m. PT/Noon MT/1 p.m. CT/2 p.m. ET. 

If the time doesn’t work for you, don’t worry. All registrants will receive a recording of this webinar to watch at your convenience, so be sure to register now.

 

Webinar on Key Performance Indicators: Knowing the Numbers That Run Your Law Firm Now Available On-Demand

Our law firm marketing webinars are great for attorneys who want to learn about proven legal marketing strategies in one-hour doses. But sometimes the timing just isn’t right. Which is why we are now providing one of our most popular webinars – Knowing the Numbers That Run Your Law Firm – in an on-demand format, so you can watch and learn at your convenience, as many times as you wish.

Over the last decade we have helped over 8,000 attorneys market and grow their business. During this time we have identified many of the key characteristics of highly successful law firms.

One of the more consistent ones is that they track specific numbers and key indicators that give them instant insight into how their law firm is performing on a weekly and monthly basis.

Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, partners and owners of law firms can easily determine whether they are on track to achieve their goals or if they need to retool and refocus their marketing and business development efforts.

In this fast paced webinar, you learn:

  • How to easily identify the 12 key metrics your law firm needs to track and measure
  • How to set up a system to identify these numbers
  • The 7 critical systems every law firm must have
  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “paralysis by analysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff
  • Using software to track your KPIs

If you’re a spreadsheet and data driven individual then you will love this webinar! However, if numbers scare you or you tend to ignore them because you have a hard time making heads or tails of all the different data you see, then this webinar is a “can’t miss” event!

We cut through the clutter and give you clear and easy to understand guidance on which numbers really matter the most, how to track this information, and what to do with it once you have it!

To register online for this on-demand webinar, click on this link: Knowing the Numbers That Run Your Law Firm

 

Join Me on June 21-23 at The State Bar of California Solo and Small Firm Summit

Consider this a personal invitation to join me at the event of the year for California solo and small firm practitioners: The State Bar of California’s Solo & Small Firm Summit on June 21-23 at the Renaissance Long Beach Hotel.

I will be delivering four keynote addresses during this conference that are sure to be of interest to attorneys wishing to hone their law firm marketing skills, including:

Thursday, June 21, 11:30 a.m. -- Building the “Lifestyle Law Firm”™: Lead Generation, Lead Conversion and Client Retention Strategies of Top Rainmakers

There are 3 key areas attorneys must focus on to build a “lifestyle law firm”: 1) lead generation–attracting more qualified clients; 2) lead conversation–converting more prospects into paying clients; and 3) client retention— doing excellent work so you can get repeat business and repeat referrals. This session will forever change the way you look at converting prospects into paying clients.

Thursday, June 21, 5 p.m. -- Secrets of Internet Marketing “They” Don’t Want You To Know: Search Engine Optimization for Attorneys

Over 95% of law firms have a website, yet most of them have never generated a significant amount of revenue from their website – in spite of spending substantial amounts on it! In this critical session you will discover the inside truth about search engine optimization, how to get your website on the 1st page of Google, and critical website conversion strategies.

Friday, June 22, 8:30 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 1: Connecting with Clients, Prospects and Referral Sources

Social media is one of the fastest growing areas where attorneys can generate high quality leads and build relationships with potential referral sources. Learn the “Rainmaker Social Media Blueprint” for connecting with clients, prospects and referral sources on LinkedIn, Facebook, and Twitter.

Friday, June 22, 11 a.m. -- Law Firm Marketing Strategies in a Social Media World, Part 2: Using Video, Legal Directories, Landing Pages, and Blogs

In Part 2, I will cover how attorneys are using video to convert more browsers into buyers, effective use of legal directories, why landing pages are critical to your success, and how to use your blog to drive leads and develop more business.

You can register online by visiting The State Bar of California’s Solo & Small Firm Summit home page or call 415-563-2508 for more information. 

 

Market Like a Specialist, Twitter is for Sharing, White Hats & Black Hats Plus Other Insights from the Houston Rainmaker Retreat

Had a great time in Houston last weekend at our Rainmaker Retreat – as you can see from the photo here, the room was full of attorneys from diverse practice areas, all eager to learn the latest in law firm marketing and practice management techniques.

We spent a lot of time on social media, and Lawyers.com editor-in-chief Larry Bodine was our special guest speaker. He filled us all in on a few more insights from the recent LexisNexis survey about how consumers find an attorney. I can’t let this cat out of the bag yet, but there’s some great stuff that they’ll be releasing soon, so stay tuned. Suffice it to say, a keen knowledge of social media is gonna do you good.

Here are some comments we got back from the lawyers who joined us in Houston:

“What I did not know about marketing has been killing my practice.”- R. Stample, Solo, SC

“The program is eye-opening.  We’re lawyers, not marketing execs.  This program fills in a huge gap in my business that will let me take control of my firm and my future.”- J. Pace, Partner, TX

“The program was a real eye opener about all the tools out there being used by competitors.”- M. Bridwell, Partner, TX

“I rarely pay attention at seminars or CLE, but I hung on every word that Stephen said at the retreat.”-D. Jones, Solo, TX

“The presentation streamlines a complete law firm marketing strategy plan into a feasible and practical approach that any attorney can immediately implement.”-T. Roberson, Partner, TX

Our upcoming Rainmaker Retreats include:

July 27-28, 2012 – San Francisco, CA

August 24-25, 2012 – Las Vegas, NV

September 14-14, 2012 – Orange County, CA

Go to www.RainmakerRetreat.com to register online or learn more. You can also call us at 888-588-5891.

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FREE Webinar: How to Attract Clients in Today’s Marketing Jungle

When it comes to law firm marketing, it is truly a jungle out there! Mastering social media, SEO and Internet marketing strategies – and making sure your efforts align with legal marketing rules – can give even the most experienced attorney pause.

In his new one-hour How to Attract Clients in Today’s Marketing Jungle webinar, Stephen Fairley will lead you through the step-by-step actions you should take throughout the course of the next 12 months to substantially increase your revenues. You will learn:

  • How to target market to get your ideal client
  • Why your firm is not getting more referrals and how to change it
  • How to select the right marketing tools that will work for your practice and personality
  • Effective online and offline marketing strategies
  • How to create a financial plan to fund your marketing budget
  • The 5 critical components of a Marketing Action Plan (MAP)
  • 4 ways to create a unique competitive advantage
  • What is critical to have in place today’s hyper-competitive online focused marketplace

This FREE webinar will also give you a preview of the 65 different marketing techniques and strategies taught at our 2-day legal marketing boot camp.

Upcoming webinar dates include:

Thursday, May 31, 2012

Wednesday, June 6, 2012

Click on this link to register now for the FREE How to Attract Clients in Today’s Marketing Jungle webinar.

 

Waltzing to Tennessee to Open the TAJ Annual Convention on June 6

On Wednesday, June 6, I will be proudly opening the Tennessee Association for Justice Annual Convention in Memphis with a keynote address on the 6 Proven Keys to Marketing Your Law Firm Online.   Here are some of the items I’ll be covering:

  • The 5 biggest mistakes attorneys make with their websites and how to avoid them
  • 3 ways to dramatically improve your website’s conversion rate
  • The 2 fastest ways to get to the top of Google (and which one works better)
  • Why you should never pay an SEO expert to “optimize your website”
  • How attorneys are using blogs to become industry thought leaders
  • Generating website traffic and leads using the Rainmaker Social Media Blueprint
  • Real world case studies of lead generating websites and blogs

The theme for the TAJ Annual Convention – Tips from the Trenches: They Didn’t Teach This in Law School – demonstrates how the TAJ is helping attorneys craft a successful law practice in the real world. It’s a must-attend for area attorneys, whether you’re a TAJ member or not. 

Click here to register online for the TAJ Annual Convention on June 6-8 at the Westin Memphis Beale Street; I hope to see you there!

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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. 

To get your complimentary copy online, click 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.  

 

Law Firm Marketing Boot Camp: Houston Rainmaker Retreat is May 18-19

If you’re a small law firm with big growth plans, then you need to attend The Rainmaker Retreat, a two-day law firm marketing boot camp where you will learn:

  • More than 65 proven legal marketing techniques that are proven to work in the real world environment of a fast moving law firm
  • The core concepts of search engine optimization (SEO) and Internet marketing for attorneys and how to create a dominant position on the Internet
  • 5 Ways to automate your legal marketing using technology and the Internet
  • How to utilize the 7 Rainmaker tools for generating more referrals and repeat business from current and former clients
  • How other solo attorneys have leveraged Internet marketing and social media networks to beat much bigger firms
  • 6 secrets top Rainmakers use to dominate their competition

More than 8,000 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:

"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.”--Gordon R. Levinson, Esq. (Levinson Law Group, Carlsbad, CA).

“I stayed for the entire two days and came home with 19 action items, specific tips, tools and techniques I could immediately put into practice. Most of those action items are up, running and contributing to my bottom line. My partner and I are looking to net double our best year ever. The strategies and techniques taught at the Rainmaker Retreat are some of the tools that assist me to move to the next level of financial success.” – John Bisnar, Founder, Bisnar Chase (California Catastrophic Injury and National Auto Defect Attorneys)

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 our Houston session 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 for the Houston Rainmaker Retreat today to reserve your place on May 18-19. For more information, visit www.RainmakerRetreat.com or call 888-588-5891.

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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.

 

Popular Webinar on Knowing the Numbers That Run Your Law Firm Now Available On-Demand

Our law firm marketing webinars are great for attorneys who want to learn about proven legal marketing strategies in one-hour doses. But sometimes the timing just isn’t right. Which is why we are now providing one of our most popular webinars – Knowing the Numbers That Run Your Law Firm – in an on-demand format, so you can watch and learn at your convenience, as many times as you wish.

Over the last decade we have helped over 8,000 attorneys market and grow their business. During this time we have identified many of the key characteristics of highly successful law firms.

One of the more consistent ones is that they track specific numbers and key indicators that give them instant insight into how their law firm is performing on a weekly and monthly basis.

Key Performance Indicators (KPIs) are the numbers that make your law firm run. By analyzing these critical metrics, Partners and Owners of law firms can easily determine whether they are on track to achieve their goals or if they need to retool and refocus their marketing and business development efforts.

In this fast paced webinar, you learn:

  • How to easily identify the 12 key metrics your law firm needs to track and measure
  • How to set up a system to identify these numbers
  • The 7 critical systems every law firm must have
  • CPL and CPC: the 2 most important numbers every attorney must know in order to succeed
  • How to avoid “paralysis by analysis” and being overwhelmed by too much data
  • Delegating roles and responsibility to your staff
  • Using software to track your KPIs

We will cut through the clutter and give you clear and easy to understand guidance on which numbers really matter the most, how to track this information, and what to do with it once you have it!

To register online for this on-demand webinar, click on this link: Knowing the Numbers That Run Your Law Firm

 

Learn Secret Strategies Top Rainmakers Use to Generate High Quality Leads at April 12 Webinar

How do they do that?

Have you ever asked yourself that question about highly successful law firms that seem to be able to consistently attract new clients? If so, then you need to attend my one-hour webinar this Thursday, April 12 at 11 a.m. PT/2 p.m. ET, where I will share with you the Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads

Now, it’s certainly no secret that many successful attorneys have found the Internet to be one of the most cost effective lead sources. But exactly what are they doing? During this fast-paced webinar, you will learn how 7-figure attorneys are using the Internet, search engine optimization (SEO), their websites and blogs to find more and better clients for their law firm, as well as:

  • The 5 rules for effective Internet marketing for attorneys
  • The intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • 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 law firms

Even if you cannot attend the live webinar, you can still get all this information delivered to you so you can watch and learn at your convenience. Just sign up to receive a recording of my one-hour webinar.

Register by clicking on this link now for the Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads webinar on Thursday, April 12 at 11 a.m. PT/2 p.m. ET.

 

Make Chicago Your Kind of Town at April 27-28 Rainmaker Retreat - Special Guest Speaker!!

Our next Rainmaker Retreat will be in Chicago on April 27-28 and I am happy to report that Larry Bodine, editor-in-chief at Lawyers.com, will be our special guest speaker. 

Larry will be speaking on Insider Secrets of How Attorneys use the Media to Promote Their Practice for Free. He always gives spot-on advice on his legal marketing blog, and I suggest you add it to your list of online resources for law firm marketing.

The Chicago Rainmaker Retreat will provide attendees with 4.25 hours of general IL CLE credit and 3.75 hours of the 4.25 hours are approved for professional responsibility credit by the Illinois Supreme Court Commission on Professionalism.

Our San Diego Rainmaker Retreat was last weekend; here are some of the comments we’ve already received from attendees:

“Sensational and mind blowing two days packed with information and ideas.  Just one of the multitude of tips and recommendations was more than worth the price of admission!”
- Sylvia Mulholland, Solo, Intellectual Property

“The step by step marketing plan, details on lead conversion, and tips on how to determine our KPI’s was immensely valuable. After two days I feel like I’ve identified holes in our current marketing systems and strategies for how to fix those holes and going forward which will lead to added success.” - Susannah Younquist, Law Firm Marketing Director

“I have a B2B practice and was not sure that I was making the correct decision to take the boot camp program. I was dead wrong. Stephen and the Institute proved to be invaluable and I expect to implement the tools he gave me immediately.” - Marshall Goldberg, Partner, Business Law

“The retreat was a comprehensive and thorough introduction to and exploration of the current state of law practice marketing. The presentation and materials were first rate and a great first step in the journey to a more rewarding and satisfying law practice.”- Michael Van Horne, Partner, Estate Planning

Larry and I hope you can join us at the Chicago Rainmaker Retreat on April 27 & 28, which will be held at the Chicago Bar Association, 321 Plymouth Court in Chicago. You will learn what you need to know to create a lifestyle law practice through effective law firm marketing; we guarantee (literally – money back if you’re not happy!) this is the one event you cannot afford to miss!

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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 8,000 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.

 

Create a Better Job for Yourself by Attending Avvocating 2012 Conference

Howard Schultz, the founder of Starbucks, was on the CBS Morning Show yesterday talking about the Create Jobs for USA program he is spearheading to get American businesses involved in new job creation. 

It got me thinking about what we truly have in this world, and that’s us. There are no bigger givers on the planet than Americans. The vast majority of us are giving a hand up to someone at some time, and I think that is what makes us great – and unique.

So why is it we have such a hard time giving ourselves a hand up?

If you are continuing to struggle in your practice trying to attract new and/or better clients, do yourself a favor and register for the May 3-4 Avvocating Conference in Seattle. 

The conference is themed, Legal Marketing in the Era of Social Media and has an agenda packed with relevant instruction for attorneys who want to learn about law firm marketing for lead generation and reputation management.

Avvo has brought together leading national experts in the fields of social media, SEO, pay-per-click advertising, website analytics and more, as well as practicing attorneys using social media marketing who will share what is working for their practices. Avvo’s General Counsel will also provide a one-hour CLE credited session on Social Media and Attorney Advertising Rules: Ethical Issues.

I will be presenting the closing keynote address, The Lifestyle Law Firm: Lead Generation, Lead Conversion, and Client Retention Strategies for Attorneys, and I will be sharing some secrets for success that I have gained from consulting and training over 8,000 attorneys over the past decade in law firm marketing best practices.

The 2012 Avvocating Conference will be held May 3 and 4 at the Bell Harbor Conference Center in Seattle. Cost for the two-day conference is $625 per person. You can get a $100 discount by using the promo code “Rainmaker” when you register at the Avvocating Conference website.

I guarantee that you won’t spend a more profitable and interesting two days than you can at this year’s Avvocating Conference – unless, of course, you attend our Rainmaker Retreat!

Hope to see you in Seattle in May, or at one of our upcoming Rainmaker Retreats:

March 30-31, 2012 – San Diego, CA

April 27-28, 2012 – Chicago, IL

May 18-19, 2012 – Houston, TX

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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 to download the Free Guide: 5 Easy Steps to Create Your Law Firm Marketing Plan, and start using these proven strategies today!

 

April 12 Webinar: 5 Internet Marketing Mistakes Your Law Firm Can't Afford to Make

On Thursday, April 12 at 11 a.m. PT/2 p.m. ET, I will conduct a live one-hour webinar on 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make: Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads

The Internet is one of the most cost effective lead sources for attorneys today. During this fast-paced webinar, you will learn how 7-figure attorneys are using the Internet, search engine optimization (SEO), their websites and blogs to find more and better clients for their law firm.

Attendees will discover:

  • The 5 rules for effective Internet marketing for attorneys
  • Do’s and Don’ts: the intersection of ethics and online marketing
  • 2 critical keys to getting your website on the front page of Google
  • How to avoid the most common pitfalls and mistakes attorneys make with their websites
  • 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 law firms

Have a time conflict? No problem. Sign up and receive a recording of this one-hour webinar to watch at your convenience.

Register online now for my one-hour webinar on 5 Internet Marketing Mistakes Your Law Firm Can’t Afford to Make: Secret Strategies Top Rainmakers Use with Their Website & Blog to Generate High Quality Leads on Thursday, April 12 at 11 a.m. PT/2 p.m. ET.

 

Learn the Critical Components of Highly Successful Law Firms at a Rainmaker Retreat

If you have ever envied the success of other law firms and wondered how they do it, then you should be attending a Rainmaker Retreat.

Take a moment and watch this short video as I explain further: