The Rainmaker Blog

The Rainmaker Blog

Law firm marketing and business development strategies

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How to Use Your Blog for SEO Gains

Posted in Law Firm Marketing, SEO for law firms

How to Use Your Blog for SEO GainsDone right, your law firm blog should be a hub for your social media outreach efforts, but did you know that it can also help you maximize SEO results for your website? Here are some simple ways to use your blog for SEO gains:

Name it right. Do NOT just name your blog…BLOG. Incorporate your keywords if possible to create a more descriptive name. Add keywords to the page title of the blog as well so the correct description will appear in search results.

Target your posts. If you have more than one practice area, you need to be sure that you have posts written for each different segment of your target market with their respective keywords included.

Watch your URL structure. To simplify your reporting, you should be sure your URL syntax includes the word “blog” — i.e., This way, you can pull up reports from your blog to see what posts are resonating with your audiences. Then check the URL for each post to ensure it is as simplified as possible, leaving out words like “and,” “but” and other conjunctions that lengthen URLs and make them harder to read.

Optimize existing posts. Take a look at your existing posts to see if there are any opportunities to optimize them, such as adding some links to other pages relevant to the post on your website, adding optimized images or optimizing existing images, linking related posts, and making sure targeted keywords are included in title tags and meta descriptions.

Add content to fill SEO gaps. If there are keywords you’re trying to rank for and are struggling to get to where you want to be, add some posts using those specific keywords.

Add optimized video and images. Having optimized images and video on your blog not only helps with SEO, it also ups your reader engagement. Check your YouTube page to see if there are videos there that are a good fit for your blog. Make sure the alt tags include your high priority keywords where appropriate.

Share on social media. Always, always share your blog posts on social media. Post an attention-grabbing image with a descriptive, keyword-loaded sentence or two and link to your blog post.

How to Get Great Google Rankings in 2017

3 Steps to Keep Referrals Flowing

Posted in Generating Referrals for Attorneys

3 Steps to Keep Referrals Coming How do you continue to build relationships with referral sources when you are always crunched for time? Just like anything else that matters, you have to carve some time out for the things that are meaningful to you — and few things are more meaningful when it comes to building a profitable law practice than a constant source of referrals.

Developing that referral network takes time and attention, but if you get organized, you can still do it no matter how many balls you have in the air. Here are 3 steps you should take to keep the referrals coming your way:

Step 1: Be Proactive

There is an old saying that “to have a friend, you must first be a friend.” Don’t wait for someone to take the initiative to contact you – be the first to reach out. In the last few years we have coached and trained thousands of attorneys and the ones who are the best Rainmakers are those who make at least 3-4 contacts with potential referral sources every week.

Take a few minutes and scan your contact list. Select 15 to 20 names of potential or current referral sources and send them an email or better yet, pick up the phone and call them with an invitation to lunch or coffee. Set a goal of having three face-to-face meetings per week for the next month.

Step 2: Increase the Frequency of Your Contact

Try as we might, it’s difficult with our hectic schedules to meet with every potential referral source on a regular basis. Here’s one strategy I teach lawyers: Set up a Google Alert for a specific phrase that would be of interest to your referral sources. When one you think will hit your contact’s hot button hits your Inbox, forward it to him or her with a personal note.

Several of my clients have doubled and tripled their referrals in six months using this simple technique to stay in front of their referral sources on a frequent basis. You can set up a Google Alert at

Step 3: Focus on Serving, Not Selling

When you meet with referral sources, don’t make the mistake of dominating the conversation. You are there to listen.  Any attempt to “sell” them on your services will be a complete waste of your time and theirs. Look for ways you can serve them and their clients by connecting them with other resources or pointing them in the right direction regarding a legal issue. Ask a lot of questions about their business. Ask them about the attributes of their ideal client or customer so you can reciprocate when appropriate. Then be sure you keep educating them about your ideal client so they don’t waste anyone’s time sending you people you can’t help.

Attorneys who want to become top Rainmakers don’t wait for someone to knock on the door, for the phone to ring, or for the referrals to come in. They take the initiative, stay in touch, and focus on serving their referral sources.


FREE REPORT: Why Your Law Firm is Failing at Lead Conversion

A topic that should be at the top of every law firm’s radar is how to improve your intake and lead conversion. This skill is woefully overlooked by most attorneys, who continue to focus 99% of their efforts and money on lead generation, fallaciously thinking this will solve their declining revenue problems.

Logically speaking, why would someone continue to spend an increasing amount of money on lead generation if they aren’t doing everything they can to actually convert those leads into paying or retained clients?

Lead generation too often comes down to a firm’s financial ability to “throw money at the problem,” but a lead conversion system can level the playing field and give small firms a true unique competitive advantage.

In the new free report, Why Your Law Firm is Failing at Lead Conversion, you will discover:

  • The 12 critical steps to set your law firm apart and convert more leads into clients
  • The shocking results of our secret shopper calls to 126 law firms
  • How to create a true, unique competitive advantage
  • How to dramatically improve your intake process to convert more clients

Get your FREE report now on Why Your Law Firm is Failing at Lead Conversion and start succeeding at turning prospects into clients!

Legal Marketing Webinar on How to Plan for Bigger Profits in 2018

Posted in Legal Marketing

Legal Marketing Webinar on How to Plan for Bigger Profits in 2018When 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 me for a free 60-minute legal marketing webinar: How to Develop Your Law Firm Marketing Plan, where you will learn…

A proven legal marketing system that has helped 18,000 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 legal marketing webinar, learn:

  • The 3 critical areas where you need to focus for greater profitability
  • Why your firm is not getting more referrals and how to change it fast
  • How to find more clients you love to work with and who consistently pay you on time
  • The most cost-effective online and offline marketing strategies for your practice area
  • The 5 critical components of a Marketing Action Plan (MAP)

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

You’ll also get a sneak peek at the 65 different legal marketing strategies taught at our new 2-day legal marketing boot camp, the Rainmaker Retreat. This will help you understand why attending a Rainmaker Retreat in 2018 could be the best thing you ever do for your law firm.

So take some time between now and the end of the year to do something that will really bring you a rewarding return on your time investment.

Register online now for access to my free on-demand webinar How to Develop Your Law Firm Marketing Plan.

Pass the Gravy & Improve Your Google Rankings

Posted in Internet Marketing for Lawyers, SEO for law firms

Pass the Gravy & Improve Your Google RankingsWe’re about a week out from the annual gorge-fest known as Thanksgiving, the top of the inevitable slide toward the New Year. I find this time of year a blur business-wise, with many people’s minds on everything but work.

But who said these things have to be mutually exclusive? What if you could really enjoy your holidays and enjoy learning something that would make a real difference in the success of your law firm in 2018?

So while you’re digesting your turkey and fixin’s, consider watching our online training video on How to Get Great Google Rankings in 2017. It’s free — and the tips will work in 2018 too.

This webinar is available to you free and on-demand. A click of your mouse will take you to the page to enter your info so we can email you a link.

The online training video is conducted by Michael Veinbergs, CEO of Local Marketing Geeks. Michael is an online marketing expert, a well known speaker and the owner of one of the premier online marketing agencies in the country focused on helping attorneys build their practice. He gives a masterful presentation on getting to the top of Google and it is well worth your time investment to watch it.

Some of the things Michael covers in the webinar include:

  • What it REALLY takes to pull traffic in from Google  
  • 5 ways to get your firm’s website to the top of the organic search results 
  • The 3-step blueprint to online lead generation success  
  • The 7 secrets to converting website browsers into buyers, including 1 tip that can increase conversion on your site by 35-40% virtually overnight
  • How to get the most out of your SEO provider and how to know when it’s time to fire them

And after you’ve finished watching that video, if you have some extra time over the holidays and want to improve your practice even more, check this out: Law Firm Marketing Video Library: 10 Hours That Will Transform Your Legal Practice. This post has links to 10 on-demand videos that cover law firm marketing and management topics like finding the best talent for your firm, law firm finance, social media marketing, legal video, lead conversion tips and more.

10 Tips to Balance Your Life & the Law

Posted in Law Firm Management

10 Tips to Balance Your Life & the LawIf you are unhappy in your law practice, every molehill becomes a mountain that you dread climbing. The fact is, you will not create a successful law practice if you’re just in it for the financial rewards. What happy attorneys have in common is, first and foremost, a heartfelt dedication to serving their clients that goes way beyond earning a paycheck.

If you are struggling for balance, consider these 10 ways tips on how to balance your life and the law:

  1. Avoid what matters least. Your time is finite, so while you are making a list of things to do in 2018, 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: a lot. When you hit the office, take care of your most essential tasks first and then check your email.
  3. Focus on what matters to clients. 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 worthy 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 high overhead and a 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 the next year.
  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. Tap your peers. 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 next year’s 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.

5 Referral Realities Lawyers Need to Grasp

Posted in Generating Referrals for Attorneys

5 Referral Realities Lawyers Need to GraspOne of the things attorneys most frequently ask us is: “How do I find more clients fast?” The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near the top of the list when it comes to the best ways of finding new clients, but there are 5 referral realities that you need to grasp in order to build a robust referral base:

Reality #1: People Make Referrals to Build Social Capital. Most people enjoy making referrals to their friends and associates as a way of building social capital. If you believe the way you practice law benefits your clients, then you shouldn’t feel uncomfortable about asking clients to refer you to others who may benefit as well.

Reality #2: Mitigating Risk is Important. All referrals involve risk – if you refer a business and it underperforms, you feel badly that you made that referral. Attorneys who count on referrals for business generation need to take the necessary steps to mitigate this risk with communication, education and stellar follow-up.

Reality #3: People Refer Great Experiences. People who have had great experiences with a product or service tend to refer it to their friends and colleagues. This is why cultivating a culture of great client service by micromanaging the client experience is a must for gaining referrals.

Reality #4: Referrals Require Trust. Even if someone raves to a friend about you, that person is likely to search for you on the Internet. If they can’t find good content, reviews or social network participation, they will be less likely to proceed with contacting you.

Reality #5: Referrals Require a System. Attorneys need to create a referral strategy that includes a process for making referrals happen. A key component is staying connected with prospects, clients and referral partners on a regular, consistent basis. Your referral system should include:

  • Monthly newsletters – keeping them apprised of what your firm is doing, new employees, new practice areas, and content that is beneficial to them.
  • Annual Client Satisfaction Survey – find out what your clients think about the services they have received from your firm and how you can improve.
  • Keep In Touch letters – on a regular basis — every 2-3 months — send a letter to referrals, prospects and clients just to touch base. This top of mind awareness is crucial for generating referrals.
  • Referral Education System – your referral sources need to know what kind of prospects you are looking for. It does no good for them to refer prospects to you who are not looking for what your firm offers. Keep your referral sources updated on your practice areas and any changes in your firm if you want to receive high-quality referrals.

Building a strong referral base does not happen by accident. If you want to take your legal marketing to the next level, you need a systematic approach to developing more and better relationships with a wide variety of referral sources.

Are You Ready for a Rainmaker Retreat? Here’s How to Tell

Posted in Law Firm Marketing, Rainmaker Retreat Boot Camp

Are You Ready for a Rainmaker Retreat? Here’s How to TellDo you go to sleep at night with an 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?

Maybe your revenues and profits are falling faster than you want to admit, and you are finding it harder to land qualified clients.

You may be getting good leads, but you’re having problems converting them. You’re getting more no-shows than you feel you should and there aren’t as many prospects signing up with you after the initial consult.

Your overhead is the same, but with revenues down, you are taking home less now than ever before. This isn’t what you had planned!

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

The Rainmaker Retreat focuses on the unique problems facing small and medium-sized law firms. You are going up against the big dogs that probably have a bigger monthly marketing budget than your firm makes in an entire year. At a Rainmaker Retreat, you learn 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.

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 are our upcoming Rainmaker Retreat dates:

  • November 10-11, 2017 — New Orleans, LA/Royal Sonesta New Orleans
  • December 8-9, 2017 — Los Angeles, CA/The Ritz-Carlton Marina del Rey
  • February 16-17, 2018 — Las Vegas, NV/Four Seasons Hotel Las Vegas

Go to or call 888-588-5891 to register now and take advantage of our Early Bird registration, which can save you more than 30%.


How to Tell If Your Content is Connecting

Posted in Law Firm Marketing

How to Tell If Your Content is ConnectingRecent research has shown that content marketing generates three times as many leads than traditional marketing while costing 62% less.

Of course, to reap those rewards, your content marketing must be firing on all cylinders — especially when it comes to connecting with prospects on your website, blog or on social media.

Some tried-and-true best practices when it comes to creating legal content include:

Create content prospects will connect with and will want to read. People hire attorneys they feel a connection with. If the reader doesn’t connect with your website, blog or social media post, then chances are they aren’t going to call you. By creating content that readers find informative and relevant, easy to digest and in multiple formats (like audio or video as well as written) you are encouraging them to spend more time on your site.

Know the critical keywords prospects use to search. While Google is making sure the context fits the keywords, websites and blogs still need to focus on certain keywords. Start by making a list of at least 20-30 terms you believe an interested prospect might use to search for your kind of services. Then do your research.

Use video to give visitors a sense of who you are. Video is one of the best ways to improve your conversion rates. I highly recommend you record several videos for your website: an overview of each major practice area your firm offers, a few case studies of typical clients you want to attract, a video introduction for each attorney, and reasons why people should hire you versus a competitor. You can also add videos from seminars or presentations you make to add more content to your site.

Add social media to your website to make it easier for people to share your content online. Most major websites people visit have fully integrated social media-whether its Facebook, LinkedIn or Twitter you want to make it easy for people to share your content with their friends and colleagues.

Keep your content consistent with your brand. If you’re an estate planning attorney, write about estate planning and rarely about anything else. Professional blogs need to remain professional. The tone, content and focus should demonstrate the type of attorney you are. If your office is more relaxed and friendly, then try to convey that in the tone of your blogs. If your firm is more traditional, that too should be apparent in the tone of your piece.

This Orbit Media infographic shows you 10 ways you can determine if your content is connecting with people you want to attract to your law firm:

How to Tell If Your Content is Connecting


Law Firm Intake: How to Close the Deal with a Prospect

Posted in Law Firm Intake

Law Firm Intake: How to Close the Deal with a ProspectOne of the primary reasons that a company or person hires an attorney is to alleviate some type of “pain”. They may use words like “challenges”, “problems”, or “obstacles”, but all of the words amount to the same thing: they are experiencing discomfort; they are experiencing pain. Their “pain” is whatever they are asking you to take care of for them.

Successfully closing a deal with a prospect relies upon your ability to identify their pain and effectively communicate how you will help them resolve it. Too often, attorneys rush to show off their solutions before truly understanding what a prospective client needs. First get to know the issue, then provide the solution.

Before you can ask for the business, you need to form a relationship with your prospect. Some attorneys have a very bad habit of trying to impress prospects right off the bat with their legal knowledge, which makes the prospect feel like they are being “sold” rather than trying to form a mutually beneficial relationship. Realize that you don’t close a deal with the first handshake — you will need to invest some of your time in getting to know them before they are ready to receive your sales message.

Once you’ve identified your prospect’s pain points and started to form a good relationship, you need to prepare to make the ask. Have the necessary paperwork at hand, and then ask for the business. Prospects want to know that you actually want their business — and once the deal is done, don’t be shy about asking for a referral and/or testimonial. This gets you well on the road to your next deal.

In perfecting the close, great sales people:

  • Lead with benefits
  • Can articulate and add value to the conversation
  • Build credibility and trust
  • Identify a prospect’s wants and needs
  • Sell to the prospect’s goals
  • Focus on the prospect’s gaps
  • Demonstrate how they will solve the prospect’s problems or needs

If your goal is to be a successful Rainmaker, you must perfect the art of the close. Remember that people like to do business with those they know, like and trust. Once you have laid that foundation, you will find that the close is a mere formality to establishing an ongoing relationship.