JDB 147: Systems, Leads, and Building a Better Law Business


This past week my firm business manager and I went to the Attorney Bootcamp put on by Richard James. I had the chance to interview Richard James back in episode 143 were we discussed the value of having systems in your law practice. The Attorney Bootcamp went into a lot of details as to what type of systems were necessary and how they could help you not only be more efficient but significantly increase your firm’s annual revenues.

During the conference Richard had attorneys who were clients of his stand and share some of the success they were achieving and the results these attorneys were getting were really inspiring. I took a lot away from this conference and in this episode I share with you three of biggest take aways for me and my firm:

#1 – Systems

Based upon the model that Richard presented my firm management and I spent a few hours in a meeting together going through our entire client lifecycle.  Asking ourselves questions about where our leads were coming from, evaluating what systems we have in place once a lead contacts the office, what we are doing to close on the lead, and what do we do to follow up if they don’t hire at the initial consultation.

#2 – Paid Leads

Here on the podcast I mainly present ways to build a client base with out having to pay thousands of dollars each month on advertising and lead generation.  After attending the conference I still hold the position that content marketing should be the center of all client generation systems, however I did come to the opinion that I have been missing out on opportunities by not devoting more resources to paid advertising.  The important thing those is to know which paid advertising campaigns are effective and which are not – and then once you know what works, pump the resources into that channel.

#3- Referrals

Attorneys at the conference shared great information on how they were cultivating referrals from their current clients.  I am terrible at this aspect of marketing.  And by being terrible at it I am leaving a lot of money on the table. In our meeting my business manager and I put together the framework on how to get more referrals from current clients as well as how to create an attorney referral network that will result in many more referrals than we receive now.

Resources Mentioned in this Show

    • The 10X Rule – book by Grant Cardone.

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